Success Through A Positive Mental Attitude

This book is dedicated to ANDREW CARNEGIE whose motto was "Anything in life worth having is worth working for!" and to THE MOST IMPORTANT LIVING PERSON =============================================== Quotations from Seven Came Through by Capt. E. Rickenbacker and The Open Door by Helen Keller used by permission of Doubleday & Company. Inc.

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PREFACE The great Danish philosopher and religious thinker, Soren Kierkegaard, once wrote, "It is the sign of a good book when the book reads you." You hold in your hands such a book — one that has not only become a classic in the self-help field, but also has that rare ability to relate to your problems, sympathize with them, and then advise you on their solutions as a wise old friend would. Still, I must warn you. Success Through a Positive Mental Attitude will do nothing for you. If you truly wish to change your life for the better, and are willing to pay a price in time and thinking and effort to reach your goals — and if you're not kidding yourself — then you hold in your hands a diamond plucked from a beach of pebbles, a road map to a better future, a valuable blueprint that will enable you to completely restructure your future. I speak from experience. Many years ago, through my own stupidities and faults, I lost everything that was precious to me — my family, my home and my job. Nearly penniless, and with no guidance, I began to wander the country, searching for myself and for some answers that would make my life bearable. I spent much time in public libraries because they were free — and warm. I read everything from Plato to Peale, seeking that one message that would explain to me where I had gone wrong — and what I could do to salvage the remainder of my life. I finally found my answer in W. Clement Stone's and Napoleon Hill's Success Through a Positive Mental Attitude. I have employed the simple techniques and methods found in this classic for more than fifteen years, and they have provided me with riches and happiness far beyond anything I deserve. From a

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penniless vagrant without a single root, I eventually became the president of two corporations and the executive editor of the finest magazine of its kind in the world, Success Unlimited. I also wrote six books, and one of them, The Greatest Salesman in the World, has now become the best-selling book for salespeople of all time; it has been translated into fourteen languages and has sold more than three million copies. None of these things would have been accomplished without the daily application of the principles of success and living that I found in Stone's and Hill's classic. If I could accomplish what I did starting from ground zero, just think what you can do with all you have going for you already. We live in a strange and fast-moving world; each day a new false prophet arises preaching his own brand of happiness and success attainment. Like hula hoops and pet rocks they will all disappear as quickly as they appeared, and when the fog lifts, the truth of Stone's and Hill's book will still be changing the lives of thousands yet unborn. Do you really want to change your life for the better? If you do, Success Through a Positive Mental Attitude can be the luckiest thing that has ever happened to you. Read it. Study it. Read it again. Then get into action. It's all very simple, really, if you make up your mind to work at it. And wonderful things will begin happening to you. I should know.

— OG MANDINO

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TABLE OF CONTENTS Introduction …………………………………………………...12

Part I Where the Road to Achievement Begin Chapter One — Meet the Most Important Living Person ….... 19

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Part II Fire Mental Bombshells for Attacking Success Chapter Six — You've Got a Problem? That's Good!...............111

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Part III Your Key to the Citadel of Wealth Chapter Eleven — Is There a Short Cut to Riches?..................191

Chapter Twelve — Attract — Don't Repel — Wealth……..…194 /

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1. So you've got a problem? That's good! Why? Because every time you meet a problem and tackle and conquer it with PMA, you become a better, bigger and more successful person. 2. Everyone has problems. Those with PMA turn their adversities into seeds of equivalent or greater benefits. 3. Your success, or failure, in meeting the problems presented by the challenges of change will be determined by your mental attitude. 4. You can direct your thoughts, control your emotions and ordain your destiny by recognizing, relating, assimilating and applying the principles that are applicable to you to be found in this book. 5. God is always a good God. 6. When you have a problem: (a) ask for Divine Guidance; (b) think; (c) state the problem, and (d) analyze it; (e) adopt the

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PMA attitude "That's good!" (f) then change the adversity into seeds of greater benefit. 7. Charlie Ward is an outstanding example of a man who successfully met the challenges of change. Prepare to meet the challenges of change by developing PMA. 8. Sex is the greatest challenge of change. Transmute the emotion of sex into virtue. 9. The seven virtues are: prudence, fortitude, temperance, justice, faith, hope, and charity. Success Through a Positive Mental Attitude indicates how you can relate and assimilate these qualities into your own life. 10. One good idea followed by action can change failure into success. YOU'VE GOT A PROBLEM? THAT'S GOOD! FOR IT'S THE SEEDS OF GREATER BENEFITS FOR THOSE WHO HAVE PMA

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CHAPTER 7 Learn to See When he was born, George W. Campbell was blind. "Bilateral congenital cataracts," the doctor called it. George's father looked at the doctor, not wanting to believe. "Isn't there anything you can do? Wouldn't an operation help?" "No," said the doctor. "As of now, we know of no way to treat this condition." George Campbell couldn't see, but the love and faith of his parents made his life rich. As a very young boy, he did not know that he was missing anything. And then, when George was six years old, something happened which he wasn't able to understand. One afternoon he was playing with another youngster. The other boy, forgetting that George was blind, tossed a ball to him. "Look out! It'll hit you!" The ball did hit George — and nothing in his life was quite the same after that. George was not hurt, but he was greatly puzzled. Later he asked his mother: "How could Bill know what's going to happen to me before I know it?" His mother sighed, for now the moment she dreaded had arrived. Now it was necessary for her to tell her son for the first time: "You are blind." And here is how she did it: ''Sit down, George," she said softly as she reached over and took one of his hands. "I may not be able to describe it to you, and you may not be able to understand, but let me try to explain it this

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way." And sympathetically she took one of his little hands in hers and started counting the fingers. "One — two — three — four — five. These fingers are similar to what is known as the five senses." She touched each finger between her thumb and index finger in sequence as she continued the explanation. "This little finger for hearing; this little finger for touch; this little finger for smell; this one for taste," and then she hesitated before continuing: "this little finger for sight. And each of the five senses, like each of the five fingers, sends messages to your brain." Then she closed the little finger which she had named "sight" and tied it so that it would stay next to the palm of George's hand. "George, you are different from other boys," she explained, "because you have the use of only four senses, like four fingers: one, hearing — two, touch — three, smell — and four, taste. But you don't have the use of your sense of sight. Now I want to show you something. Stand up," she said gently. George stood up. His mother picked up his ball. "Now hold out your hand as if you were going to catch this," she said. George held out his hands, and in a moment he felt the hard ball hit his fingers. He closed them tightly around it and caught it. "Fine. Fine," said his mother. "I never want you to forget what you have just done. You can catch a ball with four fingers instead of five, George. You can also catch and hold a full and happy life with four senses instead of five — if you get in there and keep trying." Now George's mother had used a metaphor, and such a

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simple figure of speech is one of the quickest and most effective methods of communicating ideas between persons. George never forgot the symbol of "four fingers instead of five." It meant to him the symbol of hope. And whenever he became discouraged because of his handicap, he used the symbol as a self-motivator. It became a form of self-suggestion to him. For he would repeat "four fingers instead of five" frequently. At times of need it would flash from his subconscious to his conscious mind. And he found that his mother was right. He was able to catch a full life, and hold it with the use of the four senses which he did have. But George Campbell's story doesn't end here. In the middle of his junior year at high school the boy became ill, and it was necessary for him to go to the hospital. While George was convalescing, his father brought him information from which he learned that science had developed a cure for congenital cataracts. Of course, there was a chance of failure but — the chances for success far outweighed those for failure. George wanted so much to see that he was willing to risk failure in order to see. During the next six months four delicate surgical operations were performed — two on each eye. For days George lay in the darkened hospital room with bandages over his eyes. And finally the day came for the bandages to be removed. Slowly, carefully, the doctor unwound the gauze from around George's head and over his eyes. There was only a blur of light. George Campbell was still technically blind! 129

For one awful moment he lay thinking. And then he heard the doctor moving beside his bed. Something was being placed over his eyes. "Now, can you see?" came the doctor's question. George raised his head slightly from the pillow. The blur of light became color, the color a form, a figure. "George!" a voice said. He recognized the voice. It was his mother's voice. For the first time in his 18 years of life George Campbell was seeing his mother. There were the tired eyes, the wrinkled, 62year-old face, and the knotted and gnarled hands. But to George she was most beautiful. To him — she was an angel. The years of toil and patience, the years of teaching and planning, the years of being his seeing eyes, the love and affection: that was what George saw. To this day he treasures his first visual picture: the sight of his mother. And, as you will see, he learned an appreciation for his sense of sight from this first experience. "None of us can understand," he says, "the miracle of sight, unless we have had to do without it." But George also learned something that is very helpful to anyone interested in the study of PMA. He will never forget the day he saw his mother standing before him in the hospital room, and did not know who she was — or even what she was — until he heard her speak. "What we see," George points out, "is always an interpretation of the mind. We have to train the mind to interpret what we see." 130

This observation is backed up by science. "Most of the process of seeing is not done by the eyes at all," says Dr. Samuel Renshaw, in describing the mental process of seeing. "The eyes act as hands which reach 'out there' and grab meaningless 'things' and bring them into the brain. The brain then turns the 'things' over to the memory. It is not until the brain interprets in terms of comparative action that we really see anything." Some of us go through life "seeing" very little of the power and the glory around us. We do not properly filter the information that our eyes give us through the mental processes of the brain. As a result we often behold things without really seeing them at all. We receive physical impressions without grasping their meaning to us. We do not, in other words, put PMA to work on the impressions that are sent to our brain. Is it time to have your mental vision checked? Not your physical vision — that is a matter for the medical specialists. But mental vision, like physical vision, can become distorted. When it does you can grope in a haze of false concepts… bumping and hurting yourself and others unnecessarily. The most common physical weaknesses of the eye are two opposite extremes — nearsightedness and farsightedness. These are the major distortions of mental vision, too. The person who is mentally nearsighted is apt to over-look objects and possibilities that are distant. He pays attention only to the problems immediately at hand and is blind to the opportunities that could be his by thinking and planning in terms of the future. You are nearsighted if you do not make plans, form objectives, and lay the foundation for the future. On the other hand, the mentally farsighted person is apt to overlook possibilities that are right before him. He does not see 131

the opportunities at hand. He sees only a dream-world of the future, unrelated to the present. He wants to start at the top rather than move up step by step — and he does not recognize that the only job where you can start at the top is the job of digging a hole. + ? So, in the process of learning to see, you will want to develop both your near sight and your far sight. The advantages to the man who knows how to see what is directly in front of him are enormous. For years the people in the little town of Darby, Montana, used to look up at what they called Crystal Mountain. The mountain was given this name because erosion had exposed a ledge of a lightly sparkling crystal that looked something like rock salt. A pack trail was built directly across the outcropping as early as 1937. But it wasn't until the year 1951 — 14 years later — that anyone bothered to stoop down, pick up a piece of the sparkling material, and really look at it. It was in this year 1951 that two Darby men, Mr. A. E. Cumley and Mr. L. I. Thompson, saw a mineral collection displayed in the town. Thompson and Cumley became very excited. There in the mineral display were specimens of beryl which, according to the attached card, was used in atomic energy research. Immediately Thompson and Cumley staked claims on Crystal Mountain. Thompson sent a specimen of the ore to the Bureau of Mines office in Spokane, together with a request to send an examiner to see a "very large deposit" of the mineral. Later that year the Bureau of Mines sent a bulldozer up the mountain and scraped off enough of the outcropping to determine that here indeed was one of the world's greatest deposits of extremely valuable beryllium. Today, heavy earth-moving trucks struggle up the mountain and work their way back down again, weighted down with the extremely heavy ore, while at the bottom, virtually waiting with dollar bills in their hands, are representatives of the 132

United States Steel Company and the United States Government, each anxious to buy the highly valued ore. All because one day two young men not only observed with their eyes, but took the trouble to see with their minds. Today these men are well on their way to being multimillionaires. A mentally farsighted person could not have done what Thompson and Cumley did — if his mental vision were distorted. For he is the man who can see only far-off values while the advantages that lie at his feet go un-claimed. Are there fortunes right at your doorstep? Look about you. As you go about your daily chores are there small areas of irritation? Perhaps you can think of a way to overcome them — a way that will be helpful not only to yourself but to others. Many a man has made a fortune by meeting such homely needs. This was so of the man who invented the bobby pin and the one who devised the paper clip. It was so of the man who invented the zipper, and the metal pantsfastener. Look about you. Learn to see. You may find Acres of Diamonds in your own backyard. But mental nearsightedness can be just as much of a problem as mental farsightedness. The man with this problem sees only what is under his nose, while more distant possibilities go unclaimed. He is the man who does not understand the power of a plan. He does not understand the value of thinking time. He is so busy with the problems that immediately confront him that he does not free his mind to range into the distance, reaching for new opportunities, seeking trends, getting the big picture. Being able to see into the future is one of the most spectacular accomplishments of the human brain. Down in the heart of the citrus belt in Florida there is a little town called Winter Haven. The surrounding country is farmland. Certainly it would be considered by most people as an area entirely unsuited for a large tourist attraction. It is isolated. It has no beach, no mountains, 133

only mile after mile of gently rolling hills with little lakes and cypress swamps down in the valleys. But to this region came a man who "saw" these cypress swamps with an eye that others had not used. His name was Richard Pope. Dick Pope bought one of these old cypress swamps, put a fence around it, and has turned down offers of at least a million dollars for the world-famous Cypress Gardens. Of course, it really wasn't as simple as that. All along the line Dick Pope had to "see" opportunities in his situation. For instance, there was the question of advertising. Pope knew that the only way he would be able to draw the public into such an isolated place was through a barrage of advertising. But ads cost money. So what Dick Pope did was quite simple. He went into the popular photography business. He set up a photo supply house at Cypress Gardens, sold his visitors film and then taught them how to take spectacular shots of the Garden. He hired skilled water skiers. He put them through intricate performances while over a loudspeaker he announced to the public exactly what camera settings they should use in order to catch the action. And then, of course, when these travelers went back home, the very best trip pictures were always of Cypress Gardens. They gave Dick Pope the very best kind of advertising there is — word-ofmouth recommendations, with pictures! This is the kind of creative seeing that we all need to develop. We need to learn how to look at our world with fresh eyes — seeing the opportunities that lie all about us, but simultaneously looking into the future for the chances that are there. Seeing is a learned skill. But like any skill it must be exercised.

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* 8 We may think we recognize our own talents; yet in this respect we may be blind. Let's illustrate with an example of a teacher who needed to have her mental vision checked. She was both nearsighted and farsighted. For she could not see either the present or the future potential abilities and capacities of her students, or their points of view. Now everyone — the great and the near great — had to have a starting point. They weren't born brilliant and successful. As a matter of fact, some of our greatest men were regarded as quite stupid at times during their lives. It was not until they grasped a positive mental attitude and learned to comprehend their capabilities and envision definite goals that they started their climbs to success. But there was one young man, in particular, whom his teachers thought "a stupid, muddle-headed blockhead." The youngster sat and drew pictures on his slate. He looked about and listened to everybody else. He asked "impossible questions" but refused to reveal what he knew, even under the threat of punishment. The children called him "dunce," and he generally stood at the foot of his class. And this boy was Thomas Alva Edison. You will be inspired when you read the life story of Thomas A. Edison. He attended primary school for a total period of less than three months. The teacher and his schoolmates told him that he was stupid. Yet, he became an educated man after an incident in his life prompted him to turn his talisman from NMA to PMA. He developed into a gifted person. He became a great inventor. What was that incident? What happened to Edison that changed his whole attitude? He told his mother about hearing the teacher tell the inspector at school that he was "addled" and it wouldn't be worthwhile to keep him in school any longer. His mother 135

marched off to school with him and told all within range of her voice that her son, Thomas Alva Edison, had more brains than the teacher or the inspector. Edison called his mother the most enthusiastic champion a boy ever had. And from that day forward he was a changed boy. He said, "She cast over me an influence which has lasted all my life. The good effects of her early training I can never lose. My mother was always kind, always sympathetic, and she never misunderstood or misjudged me." His mother's belief in him caused him to view himself in an entirely different light. It caused him to turn his talisman to PMA and take a positive mental attitude regarding studying and learning. This attitude taught Edison to view things with deeper mental insight, that enabled him to comprehend and develop inventions which benefited mankind. Perhaps the teacher didn't see because the teacher wasn't genuinely interested in helping the boy. His mother was. You have a tendency to see what you want to see. To hear does not necessarily imply attention or application. To listen always does. Throughout Success Through a Positive Mental Attitude we urge you to listen to the message. This means: to see how you can relate and assimilate the principle into your own life. Perhaps you'd like to see how you can relate the principle of the following experience into your own life: Dr. Roy Plunkett, a DuPont chemist, made an experiment. He failed. When he opened the test tube after the experiment, he observed that it apparently contained nothing. He was curious. He asked himself, "Why?" He didn't throw the tube away as others might have done under similar circumstances. Instead, he weighed the tube. And, to his surprise, it weighed more than a 136

tube of like make and design. So, again, Dr. Plunkett asked himself, "Why?" In searching for the answer to his questions, he discovered that marvelous transparent plastic, tetrafluoroethylene, commonly known as Teflon. During the Korean War, the United States government contracted for Du Pont's entire output. When there is something you don't understand, ask yourself: "Why?" Look at it more closely. You may make a great discovery. + % Asking yourself or others questions about things that puzzle you may reward you richly. This very procedure led to one of the world's greatest scientific discoveries. A young Englishman, while vacationing on his grandmother's farm, was relaxing. He was lying on his back under an apple tree and engaging in thinking time. An apple fell to the ground. This young man was a student of higher mathematics. "Why does the apple fall to the ground?" he asked himself. "Does the earth attract the apple? Does the apple attract the earth? Does each attract the other? What is the universal principle involved?" Isaac Newton used his power to think and he made a discovery. To see mentally is to think. He found the answers he was looking for; the earth and the apple attracted each other, and the law of attraction of mass to mass applies to the entire universe. Newton discovered the law of gravitation because he was observant and sought the answers to what he observed. Another man, because he exercised his powers of observation and acted upon what he perceived, found happiness and great wealth.

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Newton asked himself questions. The other man sought expert advice. & In Toba, Japan, in the year 1869, when he was just eleven years old, Kokichi Mikimoto continued his father's business as the village noodle maker. His father had developed an illness that prevented him from working. The youngster supported his six brothers, three sisters, and his parents. In addition to making the noodles daily, young Mikimoto had to sell them. He proved to be a good salesman. Mikimoto had previously been tutored by a Samurai who taught: Exemplification of true faith consists of acts of kind-ness and love for one's fellowmen, not mere formal prayers uttered by rote. And with this basic PMA philosophy of positive action, Mikimoto became a doer. He developed the habit of converting ideas into reality. At the age of twenty he fell in love with the daughter of a Samurai. The young man knew that his future father-in-law would not bless his daughter's marriage with a noodle maker. Therefore, he was motivated to harmonize with this known power. He changed his occupation and became a pearl merchant. Like many persons who achieve success in any part of the world, Mikimoto kept searching for specific knowledge that would help him in his new activity. He, like the great industrialists of our day, sought help from a university. Professor Yoshikichi Mizukuri told Mikimoto of a theory of one of the laws of nature that had never been proved.

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The professor said: "A pearl is formed in an oyster when a foreign object, like a grain of sand, is stuck in the oyster. If the foreign object does not kill the oyster, nature covers the object with the same secretion that forms the mother-of-pearl in the lining of the oyster's shell." Mikimoto was thrilled! He could hardly wait to get the answer to the question he asked himself, "Can I raise? pearls by deliberately planting a tiny foreign object in the oyster and letting nature take its course?" He converted a theory into a positive action once he learned to see. Mikimoto had been taught to see by that university professor. And then he used the power of his imagination. He engaged in creative thinking. He used deductive reasoning. He decided that if all pearls were formed only when a foreign object entered the oyster, he could develop pearls by using nature's laws. He could plant foreign objects in the oysters and force them to produce pearls. He learned to observe and act and he became a successful man. Now a study of Mikimoto's life indicates that he employed all the 17 success principles. For knowledge doesn't make you successful. But application of the knowledge will. Action! Many of the ideas which come to us as we learn to see with fresh eyes will strike others as bold. These ideas can either frighten us or, if we act on them, make our fortunes. Here is another true story of pearls. This time the hero is a young American, Joseph Goldstone. He sold jewelry to Iowa farmers, door-to-door.

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Then one day in the heart of the Depression he learned that the Japanese were producing beautiful cultured pearls. Here was quality, and it could be sold at a fraction of the cost of natural pearls! Joe "saw" a great opportunity. In spite of the fact that it was a Depression year, he and his wife, Esther, converted all their tangible assets into cash and set out for Tokyo. They landed in Japan with less than $1000 — but they had their plan and lots of PMA. They obtained an interview with Mr. K. Kitamura, head of the Japanese Pearl Dealers Association. Joe was aiming high. He told Mr. Kitamura of his plan for merchandising Japanese cultured pearls in the United States, and asked Mr. Kitamura for an initial credit of $100,000 in pearls. This was a fantastic sum, especially in a period of depression. After several days, however, Mr. Kitamura agreed. The pearls sold well. The Goldstones were well on their way to becoming wealthy. A few years later, they decided they wanted to establish their own pearl farm, which they did with the help of Mr. Kitamura. Once again they "saw" opportunity where others had seen nothing. Experience proved that the mortality rate of oysters into which a foreign object had been artificially inserted was over 50 per cent. "How can we eliminate this great loss?" they asked themselves. After much study, the Goldstones began to use on the oysters the methods employed in hospital rooms. The outside shells were scraped and scrubbed to reduce the danger of infection to the oyster. The "surgeon" used a liquid anesthetic that relaxed the oyster. Then he slipped a tiny clam pellet into each oyster as a nucleus for the pearl that was to be formed. The incision was 140

made with a sterilized scalpel. Then the oyster was put into a cage, and the cage was dropped back into the water. Every four months cages were raised and the oysters were given a physical checkup. Through these techniques, 90 per cent of the oysters lived and developed pearls, and the Goldstones went on to acquire a fabulous fortune. Time and again we see how men and women have become successful after they learned to apply mental perception. The ability to see is much more than the physical process of taking light rays through the retina of the eye. It is the skill of interpreting what you see and applying that interpretation to your life and the lives of others. Learning to see will bring to you opportunities that you never dreamed existed. However, there is more to success through PMA than learning mental perception. You must also learn to act on what you learn. Action is important because through action you get things done. Don't wait any longer. Read The Secret of Getting Things Done in the next chapter and move another rung up the ladder of success through PMA. -. '. 4

1. Learn to see! Seeing is a learned process. Nine-tenths of seeing takes place in the brain. 2. Four fingers instead of five: this was the symbol whereby George Campbell, the blind boy, could catch and hold a full and happy life. How can you use this symbol?

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3. Seeing is learned through association. George Campbell's first sight of his mother became meaningful to him only when he recognized her voice. 4. Is it time to have your mental vision checked? when it is distorted, you can grope around in a haze of false concepts, bumping and hurting yourself and others unnecessarily. Does your mental vision become clearer year by year? 5. Take a look — & good look — and recognize what you see. There may be Acres of Diamonds in your own backyard! 6. Don't be nearsighted — look to the future. Cypress Gardens became a reality because Richard Pope saw it as a definite future objective. 7. See another person's abilities, capacities, and viewpoint. You may be overlooking a genius. The story of Thomas Edison is a good example. 8. Do you see how you can relate and assimilate the principles of Success Through a Positive Mental Attitude into your own life? 9. Learn from nature. How? Ask yourself some questions, as Isaac Newton did. If you don't know the answers, get expert advice. 10. Convert what you see into reality by action. Mikimoto converted a theory into a fortune in pearls. Goldstone recognized, related and applied the principles and methods used in hospitals to save human lives as being applicable to saving the lives of oysters in producing cultured pearls. OPEN YOUR MIND AND LEARN TO SEE 142

CHAPTER 8 The Secret of Getting Things Done In this chapter you will find the secret of getting things done. You will also receive a self-motivator so powerful that it will subconsciously force you to desirable action, for it is in reality a self-starter. Yet you can use it at will. When you do, you overcome procrastination and inertia. If you do the things you don't want to do, or if you don't do the things that you do want to do, then this chapter is for you. Those who achieve greatness employ this secret of getting things done. Take, for example, Maryknoll Father James Keller. Father Keller had been developing an idea for quite some time. He hoped to motivate "little people to do big things by encouraging each to reach beyond his or her own little circle to the outside world." The Biblical command, "go ye forth into all the world" was to him the symbol of an idea whereby the mission he had in mind could be fulfilled. When he responded to this command, he employed the secret of getting things done. And when he did, he went into action. This happened in 1945. It was then that he organized the Christophers — an organization most unusual. It has no chapters, no committees, no meetings, no dues. It doesn't even have a membership in the usual sense of the word. It simply consists of people — no one can say how many — dedicated to an ideal. The Christophers operate on the concept that it is better for people to "do something and pay nothing" than to "pay dues and do nothing."

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What is the ideal to which each is dedicated? Each Christopher is dedicated to carry his religion with him wherever he goes throughout the day — into the dust and heat of the market place, into the highways and byways, into the home. And thus he brings the major truths of his faith to others. The thrilling story is told by the Rev. James Keller in You Can Change the World. It came about because he conceived and believed in an ideal. But he did little or nothing about it until he responded to the secret of getting things done. You get the feel of this secret from the statement of E. E. Bauermeister, supervisor of education and correctional counselor at California Institution for Men, Chino, California, who told the authors: "I always tell the men in our self-adjustment class that too often what we read and profess becomes a part of our libraries and our vocabularies, instead of becoming a part of our lives." Remember the Biblical statement: For the good that I would, I do not; but the evil which I would not, that I do. Now how can you train yourself to get into action immediately when it is desirable? And then we told Mr. Bauermeister how the good things we read and profess can become a part of our lives. We gave him the selfstarter for getting things done. How do you make the secret of getting things done a part of your life? By habit. And you develop habit through repetition. "Sow an action and you reap a habit; sow a habit and you reap a character; sow a character and you reap a destiny," said the great psychologist and philosopher William James. He was saying that you are what your habits make you. And you can choose your 144

habits. You can develop any habit you wish when you use the self-starter. Now what is the secret of getting things done and what is the selfstarter that forces you to use this great secret? The secret of getting things done is to act The self-starter is the self-motivator DO IT NOW! As long as you live, never say to yourself, "DO IT NOW!" unless you follow through with desirable action. Whenever action is desirable and the symbol DO IT NOW! flashes from your subconscious mind to your conscious mind, immediately act. Make it a practice to respond to me self-starter DO IT NOW! in little things. You will quickly develop the habit of a reflex response so powerful that in times of emergency or when opportunity presents itself, you will act. Say you have a phone call that you should make but you have a tendency to procrastinate. And you have put off making that phone call. When the self-starter DO IT NOW! flashes from your subconscious to your conscious mind: Act. Make that phone call immediately. Or suppose, for example, that you set your alarm clock for 6:00 A.M. Yet when the alarm goes off, you feel sleepy, get up, turn off the alarm, and go back to bed. You will have a tendency to develop a habit to do the same thing in the future. But if your subconscious mind flashes to the conscious DO IT NOW! then come what may — DO IT NOW! Stay up! Why? You want to develop the habit of responding to the self-starter DO IT NOW! In Chapter Thirteen you will read how one of the authors bought a company with one million six hundred thousand dollars in net liquid assets with the seller's own money. This became a reality 145

because at the proper time the buyer responded to the self-starter DO IT NOW! Now H. G. Wells learned the secret of getting things done. And H. G. Wells was a prolific writer because he did. He tried never to let a good idea slip away from him. While an idea was fresh, he immediately wrote down the thought that occurred to him. This would sometimes happen in the middle of the night. No matter. Wells would switch on the light, reach for the pencil and paper that were always beside his bed and scribble away. And then he would drop off to sleep again. Ideas that might have been forgotten were recalled when he refreshed his memory by looking at the flashes of inspiration that had been written down immediately when they occurred. This habit of Wells' was as natural and effortless to him as smiling is to you when a happy thought occurs. Many persons have the habit of procrastination. Because of it, they may miss a train, be late for work, or even more important — miss an opportunity that could change the whole course of their lives for the better. History has recorded how battles have been lost someone put off taxing desirable action. New students in our PMA Science of Success course sometimes state that the procrastination habit is the one they would like to eliminate. And then we reveal to them the secret of getting things done. We give them the self-starter. We may motivate them by telling them the true story of what the self-starter meant to a war prisoner in World War II. , = Kenneth Erwin Harmon was a civilian employee for the Navy at Manila when the Japanese landed there. He was captured and held in a hotel for two days before he was sent to a prison camp. 146

On the first day, Kenneth saw that his roommate had a book under his pillow. "May I borrow it?" he asked. The book was Think and Grow Rich. Kenneth began to read. As he read, he met the most important living person with the invisible talisman imprinted with PMA on one side and NMA on the reverse. Before he started to read it, he had the feeling of despair. He fearfully looked ahead to possible torture-even death — in the prison camp. But now as he read his attitude became one inspired by hope. He had a craving to own the book. He wanted it with him during the dread days ahead. In discussing Think and Grow Rich with his fellow prisoner, he realized that the book meant a great deal to the owner. "Let me copy it," he said. "Sure, go ahead," was the response. Kenneth Harmon employed the secret of getting things done. He swung into immediate action. In a fury of activity he began typing away. Word by word, page by page, chapter by chapter. Because he was obsessed with the possibility that it would be taken away at any moment, he was motivated to work night and day. It was a good thing that he did for within an hour after the last page was completed, his captors led him away to the notorious Santo Tomas prison camp. He had finished in time because he started in time. Kenneth Harmon kept the manuscript with him during the three years and one month he was a prisoner. He read it again and again. And it gave him food for thought. It inspired him to: develop courage, make plans for the future, and retain his mental and physical health Many prisoners at Santo Tomas were permanently injured physically and mentally by malnutrition and fear — fear of the present and fear of the future. "But I was better when I left Santo Tomas than when I was interned — better 147

prepared for life — more mentally alert," Kenneth Harmon told us. You get the feel of his thinking in his statement: "Success must be continually practiced, or it will take wings and fly away." Now is the time to act. For the secret of getting things done can change a person's attitude from negative to positive. A day that might have been ruined can become a pleasant day. Jorgen Juhldahl, a student at the University of Copenhagen, worked one summer as a tourist guide. Because he cheerfully did much more than he was paid to do, some visitors from Chicago made arrangements for him to tour America. The itinerary included a day of sightseeing in Washington, D. C., while he was en route to Chicago. On arriving in Washington, Jorgen checked in at the Willard Hotel, where his bill had been pre-paid. He was sitting on top of the world. In his coat pocket was his lane ticket to Chicago; in his hip pocket was his wallet with his passport and money. Then the young man was dealt a shocking blow! While getting ready for bed, he found that his wallet was missing. He ran downstairs to the hotel desk. ''We'll do everything we can," said the manager. But the next morning the wallet had still not been located. Jorgen Juhldahl had less than two dollars change in his pockets. Alone in a foreign country, he wondered what he should do. Wire his friends in Chicago and tell them what had happened? Go to the Danish embassy and report the lost passport? Sit at police headquarters until they had some news?

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Then, all of a sudden, he said: "No! I won't do any of these things! I'll see Washington. I may never be here again. I have one precious day in this great capital. After all, I still have my ticket to get me to Chicago tonight, and there'll be plenty of time then to solve the problem of the money and the passport. But if I don't see Washington now I may never see it. I've walked miles at home, I'll enjoy walking here. "Now is the time to be happy. "I am the same man that I was yesterday before I lost my wallet. I was happy then, I should be happy now — just to be in America — just to have the privilege of enjoying a holiday in this great city. "I won't waste my time in futile unhappiness over my loss." And so he headed off, on foot. He saw the White House and the Capitol, he visited the great museums, he climbed to the top of the Washington Monument. He wasn't able to take the tour of Arlington and some other places he'd wanted to see. But what he did see, he saw more thoroughly. He bought peanuts and candy and nibbled on them to keep from getting too hungry. And when he got back to Denmark, the part of his American trip he remembered best was that day on foot in Washington — a day that might have gotten away from Jorgen Juhldahl if he had not employed the secret of getting things done. For he knew the truth in the statement. NOW is the time. He knew that NOW must be seized before it becomes: yesterday-I-could-have… Incidentally, to round off his story, five days after that eventful day Washington police found both wallet and passport and sent them to him.

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5One of the things that often prevents us from seizing the NOW is a certain timidity in the face of our own inspirations. We're a little bit afraid of our ideas when they first occur to us. They may seem novel or farfetched. There's no doubt about it: It takes a certain boldness to step out on an untested idea. Yet it's exactly this kind of boldness that often produces the most spectacular results. The well-known writer, Elsie Lee, tells about Ruth Butler and her sister Eleanor, the daughters of a nationally-known New York furrier. "My father was a frustrated painter," says Ruth, "He had talent, but the need to earn a living left him no time to build a reputation as an artist. So he collected painting. Later, he started buying paintings for Eleanor and me. Thus, the girls developed a knowledge and appreciation fine art, along with an impeccable sense of taste. As they grew older, friends would consult them on what types of paintings they should buy for their homes. Often they would loan pieces from their collection for brief periods. One day Eleanor woke Ruth up at 3 A.M. "Don't start arguing, but I have a terrific idea! We're going to form a Master Mind alliance." "Now what in the world is a Master Mind alliance?" Ruth asked. "A Master Mind alliance is coordination of knowledge and effort, in a spirit of harmony, between two or more people, for the attainment of a definite purpose. And that's just what we're going to do. We're going into the business of renting paintings!" And Ruth agreed. It was a terrific idea. They set to work the same day — although friends tried to warn them of dangers: Their valued paintings might be lost or stolen; and there might be law suits and insurance problems. But they went right on working —

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accumulating $300 in capital and talking their father into loaning them the basement of his fur shop, rent free. "We hauled 1,800 paintings from our own collections in among the coat forms," Ruth recalls, "and ignored father's sad and disapproving eyes. The first year was grim — a real struggle." But the novel idea paid off. Their company, known as the New York Circulating Library of Paintings, became a success — with about 500 paintings constantly on rental to business firms, doctors, lawyers and for use in homes. One valued client was an inmate of the Massachusetts Penitentiary for eight years. He wrote humbly that perhaps the Library wouldn't rent to him, considering his address. The paintings went to him rent free except for transportation costs. In return Ruth and Eleanor received a letter from prison authorities telling how the paintings were used in an art appreciation course that benefited many hundreds of prisoners. Ruth and Eleanor started their business with an idea. And then they backed their idea up with immediate action. The results were a profit to themselves and increased pleasure and happiness for many others. 5W. Clement Stone toured the Asiatic and Pacific areas as one of seven executives serving as representatives of the National Sales Executives International. On a Tuesday, Stone gave a talk on motivation to a group of businessmen at Melbourne, Australia. The following Thursday evening, he received a phone call. It was from Edwin H. East, manager of a firm that sold metal cabinets. Mr. East was excited: "Something wonderful has happened! You'll be as enthusiastic as I am when I tell you about it!" "Tell me about it. What did happen?"

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"An amazing thing! You gave your talk on motivation Tuesday. In your talk you recommended ten inspirational books. I bought Think and Grow Rich and started to read it that evening. I read for hours. The next morning I started reading it again and then I wrote on a piece of paper: "My major definite aim is to double last year's sales this year. The amazing thing is: I did it in forty-eight hours." "How did you do it?" Mr. Stone asked East. "How did you double your income?" East responded: "In your speech on motivation, you told how Al Allen, one of your Wisconsin salesmen, tried to sell cold-canvass in a certain block. You said that Al was lucky because he worked all day and didn't make a sale. "That evening, you said, Al Allen developed inspirational dissatisfaction. He determined that the following day he would again call on exactly the same prospects and sell more insurance policies that day than any of the other representatives in his group would sell all week. "You told how Al Allen completely canvassed the same city block. He called on the same people and sold 66 new accident contracts. I remembered your statement: 'It can't be done some may think, but — Al did it.' I believed you. I was ready. "I remembered the self-starter you gave us: DO IT NOW! "I went to my card records and analyzed ten 'dead' accounts. I prepared what might previously have seemed to be an enormous program to present to each. I repeated the self-starter DO IT NOW! several times. And then I called on the ten accounts with a positive mental attitude and made eight large sales. It is amazing 152

— truly amazing — what PMA will do for the salesmen who use its power!" Now Edwin H. East was ready when he heard the talk on motivation. He listened to the message that was applicable to him. He was searching for something. And he found what he was looking for. Our purpose in relating this particular story is that you, too, have read about Al Allen. But you may not have seen how you could apply the principle to your own experience. Edwin H. East did. And you can, too. You can apply the principles in each of the stories you read in Success Through a Positive Mental Attitude. Now, however, we want you to learn the self-starter, DO IT NOW! Sometimes a decision to act immediately can make your wildest dreams come true. It worked that way for Manley Sweazey. 6 < Manley loved hunting and fishing. His idea of the good life was to hike fifty miles into the woods with his pole and his rifle, and hike back a couple of days later exhausted, muddy, and very happy. The only trouble with this hobby was that it took too much time out from his work as an insurance salesman. Then one day as he reluctantly left a favorite bass lake and headed back to his desk, Manley had a wild idea. Suppose, somewhere, there were people living in a wilderness — people who needed insurance. Then he could work and be out-of-doors at the same time! And indeed, Manley discovered, there was such a group of people: The men who worked for the Alaska Railroad. They lived in scattered section-houses strung out along the 500-mile length of the track. What if he were to sell insurance to these railroad men, and to the trappers and gold miners along the route? 153

The same day that the idea came to him, Sweazey began making positive plans. He consulted a travel agent and began packing. He didn't pause to let doubts creep in and frighten him into believing that his idea might be scatterbrained… that it might fail. Instead of picking the idea apart for its flaws, he took a boat to Seward, Alaska. He walked the length of the railroad many, many "Walking Sweazey," as he was called, became a welcome sight to these isolated families, not only because sold insurance when no one else had thought them worth bothering with, but because he represented the outside world. He went the extra mile. For he taught himself how to cut hair, and did it free of charge. He taught himself how to cook, too. Since the single men ate mostly canned foods and bacon, Manley, with his culinary skills, was a welcome guest. And all the while he was doing what came naturally. He was doing what he wanted to do: tramping the hills, hunting, fishing and — as he puts it, "living the life of Sweazey!" In the life insurance business there is a special place of honor reserved for men who sell over a million dollars worth of business in one year. It is called the Million Dollar Round Table. Now the remarkable and almost unbelievable part of Manley Sweazey's story is that: having acted on his impulse, having taken off for the wilds of Alaska, having walked the railroad where no one else had bothered to go, he did his million dollars of business, and more, in a single year, to take his place at the Round Table. And none of it would have happened if he had hesitated to employ the secret of getting things done when his "wild" idea came to him. Memorize the self-starter DO IT NOW!

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DO IT NOW! can affect every phase of your life. It can help you do the things you should do, but don't feel like doing. It can keep you from procrastinating when an unpleasant duty faces you. But it can also help you as it did Manley Sweazey, to do those things that you want to do. It helps you seize those precious moments which, if lost, may never be retrieved. The endearing word to a friend, for example. The telephone call to an associate, just telling him that you admire him. All in response to the self-starter DO IT NOW! Here is an idea to help you get started. Sit down and write yourself a letter, telling the things you always intended to do as though they had already been accomplished — some personal, some charitable, and others community projects. Write the letter as if a biographer were writing about the wonderful person you really are when you come under the influence of PMA. But don't stop there. Use the secret of getting things done. Respond to the self-starter DO IT NOW! Remember, regardless of what you have been or what you are, you can be what you want to be if you act with PMA. The self-starter DO IT NOW! is an important self-motivator. It is the important step towards understanding and applying the principles of the next chapter entitled, "How to Motivate Yourself." PILOT NO. 8 Thoughts to Steer By 1. It is better for people to do something and pay nothing, than to pay dues and do nothing. 2. "Too often what we read and profess becomes a part of our libraries and our vocabularies, instead of becoming a part of 155

our lives." Stop and think about this. You have knowledge of principles that could help you achieve any worthwhile goal in life you might desire — but do you make these principles a part of your life? 3. "Sow an action and you reap a habit; sow a habit and you reap a character; sow a character and you reap a destiny." What habits of thought or action, in any human activity, would you like to acquire? What habits would you like to eliminate? You should know how to acquire desirable habits and eliminate the undesirable if you have learned how to recognize principles revealed to you in this book and apply them. 4. The secret of getting things done is: DO IT NOW! 5. As long as you live, when the suggestion DO IT NOW! flashes from your subconscious to your conscious mind to do that which you ought to do, immediately follow through with desirable action. It's a habit that will make you an outstanding achiever. 6. The burden of learning is upon the person who Wants to learn. If you want to learn how you can achieve anything in life that doesn't violate the laws of God or the rights of your fellow men, now is the time to begin to study and learn the concepts that can teach you how to achieve your goals. Study and apply the principles contained in Success Through a Positive Mental Attitude — don't only read what is written. 7. Now is the time to act. DO IT NOW!

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CHAPTER 9 How to Motivate Yourself What is motivation? Motivation is that which induces action or determines choice. It is that which provides a motive. A motive is the "inner urge" only within the individual which incites him to action, such as an instinct, passion, emotion, habit, mood, impulse, desire or idea. It is the hope or other force which starts an action in an attempt to produce specific results. ( When you know principles that can motivate you, you will then know principles that can motivate others. Conversely, when you know principles that can motivate others, you will then know principles that can motivate you. How to motivate yourself is the purpose of this chapter. How to motivate others is the purpose of Chapter Ten. How to motivate yourself and others with a positive mental attitude is the purpose of Success Through a Positive Mental Attitude. In essence, this is a book on motivation. Our purpose in illustrating specific experiences of the success and failures of others is to motivate you to desirable action. Now, therefore, to motivate yourself, try to understand principles that motivate others — to motivate others, try to understand principles that motivate you.

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Establish the habit of motivating yourself with PMA… at will. And then you can direct your thoughts, control your emotions and ordain your destiny. What

( is the magic ingredient? One man, in particular, found it. Here is his story.

Some years ago, this man, a successful cosmetic manufacturer, retired at the age of sixty-five. Each year thereafter his friends gave him a birthday party, and on each occasion they asked him to disclose his formula. Year after year he pleasantly refused; however, on his seventy-fifth birthday his friends, half jokingly and half seriously, once again asked if he would disclose the secret. "You have been so wonderful to me over the years that I now will tell you," he said. "You see, in addition to the formulas used by other cosmeticians, I added the magic ingredient" "What is the magic ingredient?" he was asked. "I never promised a woman that my cosmetics would make her beautiful, but I always gave her hope." Hope is the magic ingredient! Hope is a desire with the expectation of obtaining what is desired and belief that it is obtainable. A person consciously reacts to that which to him is desirable, believable, and attainable. And he also subconsciously reacts to the inner urge that induces action when environmental suggestion, self-suggestion, or autosuggestion cause the release of the powers of his 158

subconscious mind. His response to suggestion may develop obedience that is direct, neutral, or in reverse action to a specific symbol. In other words, there may be various types and degrees of motivating factors. Every result has a given cause. Your every act is the result of a given cause — your motives. Hope, for example, motivated the cosmetic manufacturer to build a profitable business. Hope also motivated women to buy his cosmetics. Hope will motivate you, too. Every thought you think, every act in which you voluntarily engage, can be traced back to some definite motive or combination of motives. There are ten basic motives which inspire all thoughts, all voluntary actions. No one ever does anything without having been motivated to do it. When it comes to learning how to motivate yourself for any given purpose, or how to motivate others, you should have a clear understanding of these ten basic motives. Here they are: 1. The desire for SELF-PRESERVATION 2. The emotion of LOVE 3. The emotion of FEAR 4. The emotion of SEX 5. The desire for LIFE AFTER DEATH 6. The desire for FREEDOM OF BODY AND MIND 7. The emotion of ANGER 8. The emotion of HATE 9. The desire for RECOGNITION and SELF-EXPRESSION 10. The desire for MATERIAL GAIN

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As you have been reading this chapter, perhaps you felt that it contains food for thought. A good sandwich contains nine-tenths bread and one-tenth meat. Unlike a sandwich, this chapter is ninetenths meat. That is the way the authors planned it. We hope you will chew and digest it carefully. 5 As you read Success Through a Positive Mental Attitude you clearly see that negative emotions, feelings, and thoughts are harmful to the individual. But are there times when these are good? Yes, negative emotions, feelings, thoughts and attitudes are good — at the proper time and under the right circumstances. For that which is good for the species of man is good for the individual. It is clear that in the process of evolution, negative thoughts, feelings, emotions, and attitudes protected the individual. In fact, these negatives prevented the species of man from becoming extinct. And these negatives in a person, like the negative forces of a bar magnet, effectively repelled the forces of the negative powers others. This has been. And because it is a universal law, it will continue to be. Now culture, refinement, and civilization, like man himself, have also evolved from a primitive state. And the more cultured, refined, and civilized a society or environment may be, the less need there is for the individual to use these negatives. But in a negative, antagonistic environment, a person with common sense will use these negative forces with PMA to oppose the evil with which he is faced. And because you live in a country with laws designed to bring the greatest good to the greatest number; because the rights of tat individual are protected, because you are in a society and environment of culture, refinement, and the highest form of 160

civilization: those negative thoughts, feelings, emotions, and passions which lie dormant within you from your hereditary past are not now necessary to solve the problems which primitive man could not otherwise have solved. For he was a law unto himself. And the law of the individual has become subservient to the law of society for his benefit. Now let's clarify these concepts. Let's take anger, hate, and fear as examples. Anger and hate. Righteous indignation against evil is a form of anger and hate. The desire to protect one's nation when attacked by an enemy, or the desire to protect the weak against the criminal attack of the madman to save human life is good. To kill to accomplish this, when necessary, is an example of the worst form of all negative feelings and emotions used to achieve a worthy purpose. In our society the patriotism of a soldier or the fulfillment of duty by a police officer are virtues. Fear. With every new experience and in every new environment nature protects you from potential danger by alerting you through some shade of the emotion of fear. You can be assured that the bravest individual will, in a new environment, at first, experience an awareness that is a conscious or subconscious feeling of timidity or fear. If he finds that the fears are not beneficial to him, the person with PMA will neutralize an undesirable negative emotion by substituting a positive one. 5 Man is the only member of the animal kingdom who, through the functioning of his conscious mind, can voluntarily control his emotions from within, rather than be forced to do so by external influences. And he alone can deliberately change habits of emotional response. The more civilized, cultured and refined you are, the 161

more easily you can control your emotions and feelings if you choose to do so. Emotions are controlled through the combination of reason and action. When fears are unwarranted, or harmful, they can and should be neutralized. How? While your emotions are not always immediately subject to reason, nonetheless they are immediately subject to action. For you can use reason to determine the needlessness of the negative emotion and thus motivate yourself to action. You can substitute fear with a positive feeling. How do you do this? One effective means is through self-suggestion, in fact selfcommand, with a one word symbol that incorporates what you want to be. Thus, if you are afraid and want to be courageous, give the self-command be courageous with rapidity several times. Follow this with action. If you want to be courageous, act courageously. How? Use the self-starter Do It Now! And then get into action. In this and the next chapter you will see how to control your emotions and actions by using self-suggestions. In the meantime: Keep your mind on the things you should and do want and off the things you shouldn't and don't want. Are you among the hundreds of thousands of persons throughout the world who have read the Autobiography of Benjamin Franklin, or 162

among the tens of thousands who have read Frank Bettger's book How I Raised Myself from Failure to Success in Selling? If not, we recommend that you read both. These books contain a formula that always succeeds when applied with PMA. In his autobiography, Franklin indicates that he endeavored to help Benjamin Franklin just as the most important living person wants to help you. He wrote (language modernized): "My intention being to acquire the habit of all these virtues, I judged it would be well not to distract my attention by attempting the whole at once, but to fix it on them at a time; and when I should be master of that, then to proceed to another, and so on, until I should gone through the thirteen, and, as the previous acquisition of some might facilitate the acquisition of certain others, I arranged them with that view… " The names of these virtues as Franklin fitted than, together with the precepts (self-motivators for self-suggestion) he gave each one, are: *= ) %. @ $7 D

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Now why do we repeat the 17 success principles? We want to show you the short cut to riches. We want you to take the most direct route. Now to take the most direct route, you must necessarily think with PMA… and a positive mental attitude results from the application of these success principles. The word think is a symbol. Its meaning for you depends upon who you are. Who are you? You are the product of your: heredity, environment, physical body, conscious and subconscious mind, experience, and particular position and direction in time and space, and something more, including powers known and unknown. When you think with PMA — you can affect, use, control, or harmonize with all of them. Now only you can think for you. Therefore, the short cut to riches for you can be expressed in a six-word symbol: )

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A short cut to riches: Think with PMA and Grow Rich! IF YOU HAVE PMA, YOU CAN DO IT IF YOU BELIEVE YOU CAN!

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CHAPTER 12 Attract — Don’t Repel — Wealth Whoever you are — regardless of your age, your education, or your occupation — you can attract wealth. You can also repel it. We say: "Attract — don't repel — wealth." This chapter tells you how you can make money. Would you like to be rich? Be truthful with yourself. Of course you would. Or — are you afraid to be rich? Perhaps you're sick and because of this, you don't try to acquire wealth. If this be the case, just remember the experience of Milo C. Jones about whom you read in Chapter Two. Or, if you are a, patient in a hospital, you can attract wealth by engaging in study, thinking, and planning time as George Stefek did. " +;Time after time as we have studied the careers of successful men, we have discovered that they date their own success from the day they picked up a selfimprovement book. Never underestimate the value of a book. Books are tools, providing inspiration which can launch you onto a bold new program and which can also light the dark days that any such program entails. George Stefek was convalescing at the Veterans Administration Hospital in Hines, Illinois. There he discovered by accident the value of thinking time. Financially — he was broke. While George was convalescing, he had a great deal of time on his hands. There wasn't too much to do except read and think. He read Think and Grow Rich. And he was ready.

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An idea occurred to him. Many laundries, George knew, fold their newly ironed shirts over a piece of cardboard to keep the shirts stiff and free from wrinkles. By writing a few letters, George learned that these shirt boards cost the laundries about $4.00 per thousand. His idea was to sell the boards for $1.00 a thousand; however, each one would carry an advertisement. The advertisers would, of course, pay for the space, and George would make a profit. George had an idea and he tried to make it work. When he left the hospital, he got into action! New in the advertising field, he had his problems. But he finally developed successful sales techniques through what others term "trial and error" and we term "trial and success." George continued the custom he had started in the hospital to engage in study, thinking and planning time each day. Even when George's business was moving ahead swiftly, he decided to increase his sales by increasing the efficiency of his service. The shirt boards, when withdrawn from the shirts, were not retained by the laundries' customers. Now, he asked himself the question: "How can I get families to keep these shirt boards with the advertisements on them?" The solution flashed into his mind. What did he do? On one side of the shirt board he continued to print an advertisement in black and white or in colors. On the other side he added something new — an interesting game for the children, a delicious recipe for the wife, or a provocative crossword puzzle for the whole family. George tells about one husband who complained that his laundry bill had gone up in a sudden, unaccountable way. Then he discovered that his wife was 195

sending in shirts to the laundry which ordinarily he could have worn another day, just to get more of George's recipes! But George didn't stop there. He was ambitious. He wanted to expand his business still further. Again he asked himself the question: "How?" And he found the answer. George Stefek gave the entire $1.00 per thousand he received from the laundries to the American Institute of Laundering. The Institute, in turn, recommended that each member help himself and his trade association by using George Stefek's shirt boards exclusively. And thus George made another important discovery: the more you give of that which is good and desirable — the more you get! Now a carefully planned thinking time session brought George Stefek considerable wealth. He discovered that a time apart is essential to any successful attraction of riches. It is in quiet that our best ideas occur to us. Don't make the mistake of believing that by a frantic kind of dashing around you are being your most effective and efficient self. Don't assume that you are wasting tune when you take time out for thought. Thought is the foundation upon which all else is built by man. Now it isn't necessary for you to go to a hospital to establish the habit of reading good motivating books, to think or to make plans. And your thinking, study, and planning sessions need not be too lengthy. If you invest only one per cent of your time in a study, thinking, and planning session it will make an amazing difference in the speed with which you reach your goals. Your day has 1,440 minutes in it. Invest one per cent of that time in a study, thinking and planning session. And you will be 196

astounded at what those fourteen minutes do for you. For it may surprise you to find that when you develop this habit you will receive constructive ideas almost any time or anywhere you might be: while doing the dishes, or riding the bus, or while taking a bath. Be certain to use two of the greatest, yet simplest working tools ever invented — tools used by a genius like Thomas Edison — a pencil and a piece of paper. For he always had handy — paper and pencil. And thus you, like him, will record the ideas that come to you day or night. Another requirement to attract wealth is to learn how to set your goal. It is important for you to understand this. Few people, even when they realize its importance, really understand how to set a goal. There are four important things to

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+ The important thing after setting a goal is taking action. A sixty-three-year-old grandmother, Mrs. Charles Philipia, decided that she was going to walk from New York City to Miami, Florida. She reached Miami and, while there, was interviewed by newspapermen. They wanted to know if the idea of such a long journey on foot hadn't frightened her. How did she ever summon courage to make such a journey with her feet as her only mode of travel? "It doesn't take courage to take one step," replied Mrs. Philipia. "And that's all I did really. I just took one step. And then I took another step. And then another and another and here I am." Yes, you must take that first step. It makes no difference how much thinking and study time you spend, it will avail you little unless you also act. One of the authors was introduced to a man in Phoenix, Arizona, by a friend. It was a rather odd introduction. "Meet the man who received a million dollars cash for a gold mine and now has the million dollars and also owns the mine." "How in the world did you manage such a thing?" came the question, asked with considerable awe.

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"Oh, I had an idea, but I didn't have any money. I did have a pick and a shovel. So I took my pick and my shovel and went out to make my idea a reality," he responded. "And then it occurred to me: if I would search for a gold mine and dig around the vein, should I find a mine, one of the large mining corporations could afford to work the mine whereas I wouldn't have the necessary capital You know, mining machinery costs money today. "So I searched for and found a vein of gold. Every indication was that I had made a very rich strike. I sold it for two million dollars. The terms were a million dollars in cash and a first mortgage of a million dollars. While mining operations were underway the vein ran out I informed the owners of the mining company that if they wanted to abandon the mine, I would take it back and cancel their mortgage. They accepted. So you see, I got a million dollars cash for the mine and still have the million dollars and the mine." '( = A positive mental attitude will attract wealth but a negative mental attitude will do just the opposite. With a positive mental attitude you will keep trying until you achieve the wealth you are seeking. Now you might start with a positive mental attitude and make your first step forward. Yet you may become influenced by the negative side of your talisman and stop when you are just one step from reaching your destination. You may fail to employ one of the 17 success principles. Here's a very good example: Let's call our man Oscar. In the latter part of 1929, he was at the railroad station in Oklahoma City where it was necessary for him to wait several hours for a train connection east. He had spent months in the western deserts in temperatures as high as 110 200

degrees. He was seeking oil for an eastern concern. And he was successful. Oscar was a graduate of M.I.T. It is said that he had combined the old divining rod, galvanometer, magnetometer, oscillograph, radio tubes, and other instruments, into a Doodle Bug for detecting oil deposits. Now Oscar had received word that the company he represented was insolvent. It had become bankrupt because the president had used the firm's large cash resources in speculation in the stock market. The market crashed in late 1929. Oscar was on his way home. He was out of a job, and the outlook was rather dismal. The influence of NMA began to exert a powerful influence on him. Because he had to wait several hours, he decided to occupy himself by setting up his instrument in the railroad station. The reading on his instrument was so high in its positive indication of oil deposits that Oscar in a rage impulsively kicked the instrument and destroyed it. You see, Oscar was frustrated. "There couldn't be that much oil! There couldn't be that much oil!" he shouted repeatedly in disgust. But Oscar was frustrated. He was under the influence of a negative mental attitude. The opportunity for which he had been searching lay at his very feet. He only had to make one step to reach it. But, because of the influence of NMA, he refused to recognize it He lost faith in his own invention. Had he been under the influence of PMA, he would have attracted wealth, not repelled it 201

Applied faith is one of the important 17 success principles. The test of your faith is whether you apply it at the time of your greatest need. NMA had led Oscar to believe that many of the things that he had faith in were wrong. As you recall: the Depression brought a fear consciousness into the minds of many persons — Oscar was one. He had worked hard and sacrificed, yet he was out of a job through no fault of his own. The president of his company had been held in high esteem by Oscar, yet this man whom he trusted embezzled the company's funds. Now the machine that had proved its value in the past seemed to have gone haywire. Yes — Oscar was frustrated. When Oscar boarded the train at the Oklahoma City railroad station that day, he left his Doodle Bug behind. And he also left one of the nation's richest oil deposits. A short time later, Oklahoma City was found to be literally floating on oil. Oscar has become a living demonstration of the application of two principles: A positive mental attitude attracts wealth and a negative mental attitude repels it. % But you may say: "All this about positive and negative mental attitudes is very fine for someone who's out to make a million dollars. But I'm not really interested in making a million. "Of course, I want security. I want enough to live well and take care of the needs I will have some day when I retire. "What about me if I am an office employee? What about me when I have just a fair salary?" Now here's our answer: 202

You too can acquire wealth. Wealth enough for security. Or, even wealth enough to become rich in spite of what you say. Just let the PMA influence of your talisman affect you favorably. We'll prove that this can be done. And if for some reason you aren't fully convinced, just read a book: The Richest Man in Babylon. And then make your first step forward. Keep going and you'll have the financial security or wealth you are seeking. Now that's exactly what Mr. Osborn did. Mr. Osborn was a salaried employee, yet he acquired wealth. It wasn't so many years ago that he retired with the statement: "I now spend my time having my money make money for me while I do what I want to do." Again, the principle used by Mr. Osborn is so obvious that it is often unseen. The principle he learned and the one that you also can employ will now be stated in a very few words. In reading The Richest Man in Babylon, Mr. Osborn found that wealth could be acquired if you: BCI BC

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When should you start? Do It Now! Now let's contrast Mr. Osborn's experience with that of a man who had good physical health and read an inspirational book. He was fifty years old when he was introduced to Napoleon Hill. This man smiled when he said, "I read your book Think and Grow Rich many years ago — but I'm not rich." Napoleon Hill laughed and then replied seriously: "But you can be rich. Your future is ahead of you. You must prepare yourself to be ready. And in making yourself ready for the opportunities that are available to you, you must first develop a positive mental attitude." And the interesting thing is that this man did heed the author's advice. Five years later, the man wasn't rich, but he had developed a positive mental attitude. And he was on his way to wealth. He had been many thousands of dollars in debt. Within the five-year period, he had gotten completely out of debt and had begun making investments with the money he had saved. He developed PMA as he studied the book Think and Grow Rich. He did not only read it. He had learned to recognize principles and apply them. When the NMA side of his talisman was influencing him, he was like those workmen who blame their tools for poor craftsmanship. Have you ever blamed your tools? Where does the fault lie: If you own a perfect camera and use the right film; if you have the proper set of rules to take perfect pictures under all types of circumstances; if someone else takes perfect photographs with your camera but — yours are failures? 204

Does the fault lie with the camera? Could it be that you have read the rules but haven't taken the time to understand them? Or, if you do understand them, that you don't apply the rules? Could it be that you will read Success Through a Positive Mental Attitude — a book that could change the entire course of your life for the better—without taking the time to understand, memorize self-motivators, learn the principles that will guarantee success — and apply them? Your answer will be evident to you by your action. Now, it's not too late to learn. If you haven't learned by now, you might as well learn now: you will not succeed consistently unless you know and understand the rules; you will not continuously succeed unless you apply the rules. Therefore, take the time to understand and apply what you are reading in this book. PMA will help you. ! ! Remember, the thoughts that you think and the statements you make regarding yourself determine your mental attitude. If you have a worthwhile objective, find the one reason why you can achieve it rather than hundreds of reasons why you can't. One of the rules in obtaining what you want through PMA is to act once you have your sights on a goal. Another is: "Go the extra mile." W. Clement Stone tells of the following experience which illustrates both rules. 1 $ B)

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1. How is your energy level at this moment? 2. What is your most important source of physical, mental, and spiritual energy?

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3. How can you apply the principles Dr. Thomas Kirk Cureton taught to Roger Bannister so that you'll have extra energy to achieve your own goals? 4. Do you push to the limit of your endurance-then rest and try again? 5. Is it time to recharge your battery? 6. How can you avoid or neutralize fatigue? 7. Are most of your meals based on well-balanced diets? 8. Do you take spiritual and mental vitamins daily by reading inspirational material or listening to inspirational tapes or records? 9. Is your energy being directed toward useful channels? Or is it being short-circuited and wasted? 10. "A failure uses up as much energy in his work at failing as a successful person uses in winning success." 11. "God grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference." 12. When is the emotion of fear justified? Unjustified? 13. To be energetic, act energetically! INCREASE YOUR ENERGY LEVEL THROUGH PMA!

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CHAPTER 17 You Can Enjoy Good Health and Live Longer Positive Mental Attitude plays an important role in your health and your day-to-day energies and enthusiasms for your life and your work. "Every day in every way, through the grace of God, I am getting better and better," is no pie-in-the-sky jargon for the man who recites the sentence several times each day upon awakening and again before going to bed. In one sense, he is putting PMA forces to work for him. He is using the forces which attract the better things of life to him. He is using the forces which the authors of Success Through a Positive Mental Attitude want you to use. & ( PMA will help you develop mental and physical health and a longer life. And NMA will just as surely undermine mental and physical health and shorten your life. It all depends upon which side of the talisman you turn up. Positive Mental Attitude properly employed has saved the lives of many persons because someone close to them had a strong Positive Mental Attitude. The following incident proves the point. The baby was only two days old when the doctor said, "The child won't live." "The child will live!" responded the father. The father had a Positive Mental Attitude — he had faith — he believed in the miracle of prayer. He prayed. He also believed in action. And he got into action! He placed the child under the care of a pediatrician who also had a Positive Mental Attitude — a doctor who knew from experience that for every physical weakness Nature provides a compensating factor. The child did live! 277

I CANT GO ON! DEATH SEPARATES PAIR — FOR INSTANT The above headline appeared in the Chicago Daily News. The article mentioned that a building engineer — a sixty-two-year-old man — came home and went to bed with chest pains and shortness of breath. His wife, who was ten years younger, became alarmed and began hopefully to rub her husband's arms to increase circulation. But he died. "I can't stand to go on any more," the widow told her mother, who was beside her. And then the widow died. She died that very same day! The baby that lived and the widow who died demonstrate the powerful forces of positive and negative mental attitudes. Knowing that accentuating the positive will attract good things to you and accepting the negative will bring the bad, isn't it common sense to develop positive thoughts and attitudes? If you have not already done so, now is the time to develop a PMA philosophy. Prepare for any possible emergency. Always have something to live for. And remember, when you have something to live for, the subconscious mind forces upon your conscious mind strong motivating factors to keep you alive in times of emergency. We need look no further than Rafael Correa to prove our point. He was only twenty years of age. His family was not wealthy, yet it was particularly well esteemed. Therefore, six doctors and a young intern had struggled all night in that small operating room at San Juan, Puerto Rico, trying to save Rafael's life. Now, after twelve hours of unceasing watchfulness and attention, they were tired. And they were sleepy. Try as they 278

would, they were finally unable to hear his heart beat. They couldn't find his pulse. The head surgeon took a knife and cut the blood vessels in Rafael's wrist. The fluid was yellow. The surgeon hadn't used an anesthetic — for the boy's body was so weak that pain didn't seem possible. The doctors thought he could not hear what they were saying. And they spoke as if he were dead. One said, "Not even a miracle can save him now!" The chief surgeon took off his surgical coat and prepared to leave the room. The young intern asked, "May I have the body?" "Yes," was the response. The doctors left the room. It has been written: So we do not lose heart… Because we look not to the things that are seen but to the things that are unseen; for the things that are seen are transient, but the things that are unseen are eternal. They could see the physical body, but Rafael was a mind with a body. What was happening to the mind of Rafael Correa which was not visible? In that twilight state between life and death, Rafael was not able consciously to move his body. But because of the positive mental attitude he had developed in his subconscious mind by reading inspirational books, his mind was communicating with a Higher Power. He felt that God was with him. He began to speak to God as a friend — like a man talking with another. "You know me — You are inside me — You are my blood — You are my life — You are my everything. There is but one mind — one principle — one substance in the universe, and I am one with all else.

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"If I die, I don't lose anything. I just change form. But I am only twenty years old. Dear God, I'm not afraid to die — but I'm willing to live! If You choose to give me life, some day, somehow, I'll be able and willing through Your mercy to lead a better life and to help others." As the intern approached Rafael, he looked at Rafael's face and observed the twitching of his eyelids and a teardrop falling from the corner of his left eye. "Doctor, doctor, come quickly! I think he's alive!" he called excitedly. It took more than a year for him to regain his strength, But Rafael Correa did live! Some years later Rafael flew from San Juan to Chicago to ask the authors to hold a three-evening PMA seminar at San Juan. It was then that Rafael told us his story of that eventful night in his life. We were inspired by his story and particularly also by the fact that since he had been granted his life, he was trying to make good on his promise to help others. We flew to San Juan to conduct the seminar. While we were in San Juan, Rafael introduced us to the chief surgeon who had been with him all that night, and the doctor confirmed Rafael's story. During the course of the conversation we asked Rafael, "What was the name of the book that influenced you in your hour of need?" Rafael replied: "I had read many inspirational books, but I believe the thoughts that went through my mind that night were primarily from Science and Health, With Key to the Scriptures by Mary Baker Eddy."

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As proved by Rafael, inspirational books are tremendously instrumental in changing lives. And there is no book with more inspiration and motivation than the Bible. The Bible has changed the lives of more persons than any other book. It has helped countless thousands to develop physical, mental, and moral health. Reading the Bible has developed a greater understanding of Its truths in many persons and caused them to draw closer to their own church. This is because the Bible has motivated them to positive action. An inspirational book like the one you are now reading can also motivate you. It can be the catalyst which starts you on the road to desirable, positive action and success. 0 + The dictionary defines a catalyst in physical chemistry as a substance that causes or accelerates a chemical reaction. The dictionary further states that an anticatalyst, or negative catalyst, retards a reaction. The authors recommend that you use good inspirational books as positive catalysts to accelerate your progress toward achievement of true success in life. And they hasten to warn that you choose such catalysts with care. In Chapter 22 of this book, entitled "The Amazing Power of a Bibliography," you will find listed many books which the authors guarantee can act as positive catalysts in your life — if you are ready. Martin J. Kohe in his book Your Greatest Power tells of a British regiment that used the 91st Psalm as a catalyst to aid them not just to achieve a material goal, but for the very preservation of life itself. Kohe wrote: "F. L. Rawson, noted engineer and one of England's greatest scientists, in his book, Life Understood, gives an account of a British regiment under control of Colonel Whitlesey, which 281

served in the World War for more than four years without losing a man. This unparalleled record was made possible by means of active cooperation of officers and men in memorizing and repeating regularly the words of the 91st Psalm, which has been called the Psalm of Protection." Protection of your life can also be accomplished by protecting your health. And, let there be no misunderstanding about it! Your health is one of your most valuable assets. Many a man today would be more than willing to trade his wealth for good health. !* ;! It is said that a healthy, ambitious eighteen-year-old clerk in a produce firm in Cleveland, Ohio, developed a major definite aim of becoming the world's richest man. At the age of fifty-seven he retired on doctor's orders. Like many American businessmen, he had it — stomach ulcers and shot nerves! In addition, he was a hated man. "I'd rather have my health than his money," many said. John K. Winkler tells the story in John D., a Portrait in Oils. 2

8 " 5When John D. Rockefeller retired from active business, his major definite aims were to develop a healthy body, maintain a healthy mind, live a long life and later, to win the esteem of his fellowmen. Could money buy these? It did! Here's how Rockefeller did it and what it can mean to you: Rockefeller: 0

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You shouldn't have to amass a fortune before you come to realize that PMA will attract perfect health. But there are some other ingredients which should be used along with PMA and one of them is health education. Don't be ignorant about your health. 8 + ;What do you know about Hygiene? Hygiene is defined as "a system of principles or rules designed for the promotion of health." Social Hygiene often refers specifically to venereal contagion. Ignorance of physical, mental, and social hygiene can lead to sin, sickness, and death. If you are timid in discussing such matters, read Venture of Faith by Mary Alice and Harold Blake Walker. Today, because of PMA, the family, schools, churches, press, the medical profession, federal and state governments, and youth organizations endeavor to lift the dark cloud of ignorance regarding physical, mental, and social hygiene through education. Prevention is taught as well as cure. But a cure for alcoholism is not so easy to come by as education in hygiene. Alcoholism ranks as the fourth largest health problem in the nation. It follows mental and moral disease and is one of the greatest contributors to those two diseases. The economic cost of alcoholism is 25 billion dollars per year. The greater portion of this is loss of time to industry, followed by hospital costs and physical damages — caused mainly by automobile accidents. But 284

the money loss is negligible compared to the loss of physical, mental, and moral health, and the loss of life attributable to alcoholism. An alcoholic has a mental illness which lies dormant until his first drink. If he doesn't start the habit, liquor doesn't have the power of attraction for him. If he drinks, the affinity is strong, and he will drink to excess. If he drinks to excess, the attraction may become irresistible, or seem so. And when he tries to resist and doesn't succeed, he may believe he cannot be cured. < + 5Alcohol is known to alter the brain waves as recorded by the scientific instrument known as an electroencephalograph. It has a most potent influence on nerve cell metabolism which results in slow rhythms and eventual suppression of voltage and brings about a change in the level of consciousness. A human body is alive only as long as its subconscious mind functions. It can be kept alive for a long time without the functioning of the conscious mind. There are degrees of consciousness. Sanity is that healthy state of mind when the activities of the conscious and the subconscious are in proper balance. And while they work together, each has its specific duties; each has inhibiting factors. While sometimes it is healthful and wholesome for a person to do the things he wants to do but which are forbidden, judgments and actions should be the result of the conscious and subconscious working in balance. The intellect and other powers of the conscious mind act as a governor regulating the subconscious when a person is in a conscious state of activity. As the activity of this governor slows down, the machine begins to run wild, and the individual may act 285

in an illogical manner. His uncontrolled activities may range from a simple foolish act to a state of mind commonly known as insanity. As the inhibiting barriers are lowered, due to the effect of alcohol on the brain cells, the restraining controls of the conscious mind become less effective. When the emotions, passions, and other activities of the subconscious mind have too free a rein, without proper regulation by the balance wheel of the intellect, the individual in this semi-conscious state of mind will commit foolish and undesirable acts due to alcoholic influence. Alcoholism is indeed a dread disease. If allowed to control a person's life, it can render that person physically, mentally, and morally ill and send him to a living hell. Once alcohol has gained control in a person's life, it does not readily relinquish its hold. But there is a cure! * ;What's the cure? Stop drinking! For the alcoholic, this is more easily said than done. The important thing it that it can be done. He can do it! When you develop a positive mental attitude, you don't give up trying because you have previously failed or because you know of cases where others have failed. You can be motivated and receive hope from successful experiences. A baby learning to walk isn't criticized for falling after taking the first three steps. It is given credit for the progress it makes in response to its conscious effort. The alcoholic may find help in a number of places. Complete cures for alcoholism have been effected by environmental influences in the religious therapy of established churches; rescue missions like the Pacific Garden Mission in Chicago; revival 286

meetings of evangelists like Oral Roberts; Alcoholics Anonymous; medical and psychiatric help including hypnosis; private hospitals such as the Keeley Institute at Dwight, Illinois; or an inspirational book like I Dare You! However, each individual must win his own internal victory. But, generally, it is necessary for him to come under the environmental influence of someone who will help him through suggestion until he takes control of his own power. Or, if you will, until he has a positive mental attitude developed beyond the point of relapsing into a negative mental attitude. PMA can do wonders for the alcoholic if only he will put it to work for him. And PMA will work wonders for you, too, in attracting health and longevity. Uncertainty about your health can undermine your PMA: by causing you to worry about every little ache or pain. The longer you remain uncertain, the more your attitude changes direction from positive to negative. And if the symptoms you have noticed really do denote a condition that requires attention, the longer you remain uncertain and do nothing, the greater are the opportunities for that condition to develop. Don't be uncertain about your health. Get into action! + + ; He was a young, dynamic, successful automobile sales manager. His whole future was ahead of him, yet he was mighty low! In fact, he expected to die! He even selected and purchased his cemetery lot and made all arrangements for his burial. He got his house in order. But here's what actually happened. At times he became short of breath. His heart beat rapidly. His throat choked up. Eventually he went to his family doctor, who was a very successful physician and surgeon. The doctor advised

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him to take a rest, to take life easy, to retire from the work he loved, the thrilling game of selling automobiles. The sales manager stayed home for a while and rested his body, but because of fears, his mind was not at ease. He still became short of breath. His heart would beat rapidly. His throat would choke up. It was summer-time, and his doctor advised him to vacation in Colorado. He was carried into the Pullman compartment. Colorado, with its healthful climate, inspirational mountains, did not prevent the manifestation of his fears. He would frequently experience shortness of breath, rapid beating of the heart, and the same choked-up feeling. Within a week he returned home. He believed death was coming. "Take the guesswork out of it!" this salesman was told (as you might be told) by one of the authors. "You have everything to gain and nothing to lose by going to a clinic such as Mayo Brothers at Rochester, Minnesota. Do It Now!" At his request he was driven to Rochester by a relative. He was actually afraid that he might die en route. When the sales manager went through the clinic, he was told what was wrong with him. The doctor said, "Your difficulty is that you breathe in too much oxygen." He laughed and said, "That's silly!" The doctor responded, "Jump up and down fifty times as if you were jumping rope." He became short of breath; his heart beat rapidly; and his throat choked up. "What can I do about it?" the young man asked. The doctor responded, "When you feel this condition coming on, you can: (1) breathe into a paper bag, or (2) just hold your breath for a little while," and the doctor banded the patient a paper bag. The patient followed instructions. His heart stopped beating rapidly, 288

breathing became normal, and his throat didn't bother him. He left the clinic a happy man. Whenever the symptoms of his illness occurred, he would just hold his breath for a short time, and his body would function normally. After a few months he lost his fears, and his symptoms disappeared. This happened more than 30 years ago. He hasn't required medical attention since. Of course, not all cures are so easily effected. There are times when you may have to use all your resources before aid is found. However, it is wise to continue the search with persistence and a positive mental attitude. Such determination and optimism usually pay off. It did for another sales manager. Let us tell you about him. " This particular sales manager registered in a small town hotel and fell and broke a leg as he entered the room assigned to him. The hotel manager took our sales manager to the nearest hospital where an attending physician set his leg. A few days later it was considered safe for him to be moved, and he returned to his home. He convalesced for several weeks under the attention of his family physician. But while he seemed to improve, the fracture did not heal. After many weeks, the doctor told him that he would get progressively worse: he would become a cripple. This sales manager was very much disturbed because his work required that he be on his feet. He discussed the matter with one of the authors who said, "Don't believe it! There is always a cure — find it! Take the guesswork out of it. Do It Now!" He was told the story of the automobile sales manager as it has been told to you, and it was suggested that he make arrangements to go to Mayo Brothers Clinic. 289

He also left the clinic a happy man. Why? He was told, "Your system needs calcium. We could load you with it, but the calcium would wear off. Just drink a quart of milk a day." He did. In time the injured leg became as strong as the sound one. A positive mental attitude applied to health takes into consideration the possibility of accidents. In fact, Safety first is a PMA symbol. From it you receive the suggestion to become alert and enforce your desire to live — to save life and property. * A newspaper article carried a headline reading: "Late for a Funeral, Six Die in 105 MPH Blowout" The lead read: !

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Drive carefully if you want to be physically and mentally healthy, and if you want to live longer. As a pedestrian, be alerted to the hazards and obey traffic laws. And when you ride with another person at the wheel of the automobile, remember you are at the mercy of his physical and mental weaknesses, if any, as well as the mechanical condition of his car. Have the courage to refuse to ride with an intoxicated driver, or in an automobile in which the brakes don't operate properly — even if you own the car. "The life you save may be your own!" ( Although it cost one million dollars a floor for each of its forty-one stories, the Prudential Building in Chicago was the most inexpensive office building of its kind ever constructed. Why? It didn't cost a single life! There were no serious accidents. Safety factors were installed because of PMA. 290

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Of course, no one actually knows when tragedy will strike. But it always is better to be prepared. You will be prepared if you have a positive mental attitude. Aunt Kitty was. + ;Aunt Kitty lost her only son when he was nine years old. Like many good housewives and mothers, she had no business training. But Aunt Kitty did have a strong religious faith. She knew that in spite of her great loss, it was her job to go on living and contributing her share to make this world a better world to live in. But how could she maintain physical and mental health so that she could go on? 291

Aunt Kitty decided that in order to ease her pain and fill the great void in her life she would have to: keep very busy and do whatever her abilities would permit to make other people happy, since she could no longer do this for her son. So she got a job as a waitress in a busy restaurant. Her hours were long. Her work made it mandatory to talk with people and to act cheerful. Faith in her religion and a sincere interest in other people, combined with work and time, neutralized her pain and saved her physical and mental health. Actually, your health may be affected by many internal influences. And some of these influences may be mental figments of the imagination. & < ;Because of the inter-relationship between the mind and body, the subconscious mind may create apparent bodily disorders induced by emotional disturbances to bring about a specific desired result. A true life experience will prove the point. A high school girl experienced severe backaches the morning of any day on which she was to take a German or history examination. She didn't like either subject. She wasn't properly prepared. Her pains were so severe that she believed she couldn't get up from bed. She was not pretending. She suffered. A peculiar characteristic of the pain was that about 3:30 in the afternoon, when school was over for the day, the pain would subside. On the same evening when her boyfriend came to call, the pain would marvelously disappear! This girl, you probably are thinking, could do with a little psychiatry. She could. She and many others like her have been

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helped through religion and psychiatry. The two are not as far apart as many may think. Why? Rules and regulations for physical and mental health and a longer life were woven into religion long before words similar to physiology, psychology, and psychiatry became part of any language. This is especially true regarding the application of techniques affecting the subconscious mind. It is easy to see why psychiatric clinics and counseling services are becoming an integral part of church organizations regardless of their religious denominations. +; The Rev. Norman Vincent Peale and Smiley Blanton, M.D., established The American Foundation of Religion and Psychiatry, which is now known as the Institutes of Religion and Health. It is a nonprofit, nonsectarian clinic in New York City. Anyone with an emotional problem is eligible for help regardless of race, religion, or ability to pay. Today there is a full and part time professional staff of thirtyfive composed of psychiatrists, ministers, psychologists, and psychiatric social workers. If you would like information on how to establish a counseling service in your church, write the Institutes. 5 Mental and physical health are two great rewards of a positive mental attitude. It is true: a positive mental attitude takes effort, patience, and practice to gain and maintain. But a definite purpose, clean and clear thinking, creative vision, courageous action, persistence and true perception, all applied with enthusiasm and faith will go far to help you achieve and maintain a positive mental attitude. And what lies ahead as you approach your definite goals? 293

Happiness lies ahead. If you are happy now, you will wish to maintain and increase this wonderful happiness which you already have. If you are not happy now, you will want to learn how you can be happy. Let's turn to Chapter 18, entitled "How To Be Happy" to find additional PMA success principles to speed us in our pursuit of happiness. -. '. /4

1. You can have more perfect health. A positive mental attitude affects your health. It attracts good health to you. A negative mental attitude attracts ill health. 2. Thinking good thoughts, positive and cheerful thoughts, will improve the way you feel. What affects your mind also affects your body. 3. A positive mental attitude toward the ones you love may be the means of saving their lives. Remember the father who saved the life of his infant son by going into action with a positive mental attitude. 4. Learn to practice PMA instead of giving in to NMA as the engineer's wife did. Her NMA allowed death to claim her. 5. Develop within you a positive mental attitude so powerful that it seeps down from your conscious into your subconscious mind. If you do, you will find that in times of need and emergency, it will automatically flash back to your conscious mind. Even in the greatest emergency of life: death. 6. Make a study of the Bible and other inspirational books. They will both inspire and teach you how to motivate yourself to 294

positive desirable action and thus help you achieve the goals you desire. 7. Learn to use the 17 success principles and to apply them to your life. Have you memorized them? 8. All the wealth in the world cannot, by itself, buy good health. But you can achieve good health by striving for it and observing simple rules of hygiene and good health habits. Remember, John D. Rockefeller had to retire at the age of 57 because of ill health, but through a positive mental attitude and wholesome living, he reached the ripe old age of 97. 9. PMA recognizes the importance of education in physical, mental, and social hygiene, and that ignorance of these subjects can mean sin, sickness, and death. Keep abreast of current developments affecting your mental, moral, and physical health. 10. Never abandon hope — for there is a potential cure for every ailment. Develop PMA and take the guesswork out of your health by seeking aid at the right time. 11. PMA repels accidents and tragedies by keeping the person with PMA alert to dangers at all times. Should tragedy strike, however, PMA can guide you in meeting reverses calmly and deliberately. 12. A sound mind and sound body are attainable if you will put PMA to work for you. Remember — you can enjoy good health and live longer with PMA. I FEEL HEALTHY! I FEEL HAPPY! I FEEL TERRIFIC! 295

CHAPTER 18 Can You Attract Happiness? Can you attract happiness? Abraham Lincoln once made the remark, "It has been my observation that people are just about as happy as they make up their minds to be." There is very little difference in people, but that little difference makes a big difference I The little difference is attitude. The big difference is whether it is positive or negative. Persons who want to be happy will adopt a positive mental attitude and be influenced by the PMA side of their talisman. Thus happiness will be attracted to them. And those who turn on NMA make a business of being unhappy. They don't attract — they repel happiness. ! ! A popular song starts off with words that contain a great deal of truth: "I want to be happy, but I won't be happy, 'til I make you happy, too!" One of the surest ways to find happiness for yourself is to devote your energies toward making someone else happy. Happiness is an elusive, transitory thing. And if you set out to search for it, you will find it evasive. But if you try to bring happiness to someone else, then it comes to you. Writer Claire Jones, wife of a professor in the religion department at Oklahoma City University, tells of a happiness they experienced during their early married life. "We lived in a small town the first two years we were married," she recalls, "and our neighbors were a very old couple, the wife nearly blind and 296

confined to a wheelchair. The old man, not very well himself, kept house and cared for her. "My husband and I were decorating our Christmas tree a few days before Christmas, when we decided on impulse to fix a tree for the old people. We bought a small one, decorated it with tinsel and lights, wrapped a few small gifts, and took it over the night before Christmas. "The old lady cried as she gazed dimly at the sparkling lights. Her husband said over and over, 'But it's been years since we had a tree.' They mentioned that tree nearly every time we visited them during the next year. "The next Christmas they were both gone from the little house. It was a small thing we had done for them. But we were happy that we'd done it." Now the happiness they experienced as a result of their kindness was a very deep, warm feeling the memory of which will remain with them. It was a very special kind of happiness that comes to those who do kind deeds. But the kind of happiness which is most common and most constant comes closer to being a state of contentment: a state of being neither happy nor unhappy. You are a happy person during a period when you predominantly experience that positive state of mind in which you are happy combined with that neutral state of mind in which you are not unhappy. And you can be happy, content, or unhappy. For the choice is yours. The determining factor is whether you are under the influence of a positive or negative mental attitude. And that factor you can control. 297

& Surely if ever there was a person who might have been expected to complain of unhappiness Helen Keller was that person. Born deaf, mute, and blind, deprived of knowledge of normal communication with the persons who surrounded her, she had only her sense of touch to help her to reach out to others and to experience the happiness of loving and being loved. But reach out she did, and through the aid of a devoted and brilliant teacher who in love reached out to Helen Keller, that deaf, mute, and blind little girl became a brilliant, joyful, happy woman. Miss Keller once wrote: # # 3 ? ! ! /

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But if you share misery and unhappiness, you will attract misery and unhappiness to yourself. And we all know of persons who are eternally having troubles — not problems, or opportunities in disguise. Theirs are spelled t-r-o-u-b-l-e. No matter what happens to them, it just isn't good. And this is because they are always sharing their troubles with others. Now there are many lonely people in this world who long for love and friendship but never seem to get it Some repel that which they seek with NMA. Others curl up in their little corners and never venture out. They secretly hope that something good will come to them, but they do not share any of the good which they enjoy. They do not realize that when you withhold from others that which you have which is good and desirable, your own portion of the good and desirable diminishes. Others, however, have the courage to do something about their loneliness, and they find their answer in sharing the good and beautiful with others. There was one such little boy who was a very lonely, unhappy little boy indeed. When he was born his backbone was arched into a grotesque hump and his left leg was crooked. Looking at the infant, the doctor assured the boy's father: "But he'll get along all right." The family was poor. And the baby's mother died before he was a year old. As he grew up, other children shunned him because of his misshapen body and his inability to participate successfully in many of their activities. Charles Steinmetz was his name. And he was a lonely, unhappy little fellow. But the Great Giver of All Good had not overlooked this little fellow. To compensate for his misshapen body, Charles had been endowed with an extraordinarily keen mind. Using the greatest asset available to him, Charles ignored his physical disabilities about which he felt he could do nothing, and worked to excel 299

with his mind. At five he could conjugate Latin verbs. At seven he learned Greek and a smattering of Hebrew. At eight he had a good understanding of algebra and geometry. When he went on to college, he excelled in all his studies. In fact, he was graduated with honors. He had carefully saved his pennies so he could rent a dress suit for the occasion. But with the inconsiderate cruelty that is so often characteristic of persons under the influence of NMA, the school authorities posted a notice on the bulletin board excusing Charles from the ceremonies. At long last it occurred to Charles that instead of trying to force respect for himself from people by making them take notice of his mental capacities, he would cultivate their friendship; he would use his abilities not to attract notice and to satisfy his own ego, but for the furtherance of the good of mankind. To start his new way of life, he boarded a ship and came to America. Having reached this country, Charles Steinmetz began to look for a job. Several times he was rebuffed because of his appearance, but he finally landed a job with General Electric as a draftsman at $12 a week. In addition to his regular duties he spent long hours in electrical research, and he endeavored to cultivate the friendship of his fellow employees by trying to share with them that which he had that was good and desirable. After some time the chairman of the board of General Electric Company recognized the rare genius of this man, and said to Charles: "Here is our entire plant. Do anything you want with it. Dream all day, if you wish. We'll pay you for dreaming." Charles worked hard, long and earnestly. During Ms lifetime he patented more than 200 electrical inventions and wrote many books and papers on problems of electrical theory and 300

engineering. He knew the satisfaction of a job well done. And he also knew the satisfaction of making contributions which went far to make this world a better place to live in. He accumulated wealth and acquired a lovely home which he shared with a young couple he knew. Thus, Steinmetz experienced the happiness of a full and useful life. & The greater part of the life of each of us is spent in our homes, with our families. And unfortunately that dwelling which should be a haven of love, happiness, and security too often turns into an antagonistic place where the members do not enjoy happy and harmonious relationships. Problems in the home can arise for many reasons. In one of our PMA Science of Success classes a very gifted, aggressive young man of about twenty-four was asked, "Have you a problem?" "Yes!" he replied, "My mother. In fact, I have decided to leave home this weekend." When the student was asked to discuss his problem, it became evident that the relationship between him and his mother was not harmonious. It was apparent to the instructor that her aggressive, dominant personality was similar to his. The class was informed that the personality of an individual can be compared to the powers of a magnet. When two like powers are in line and push or pull in the same direction, they are drawn to each other by attraction. When the powers are opposed to each other, they resist and repel one another. When they are placed side by side and both confront the same outside forces, the individuals like the magnets remain separate

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entities. Yet their strength to attract and repel these forces is increased even though between themselves they are opposed. The instructor continued by saying, "It appears that your behavior and that of your mother are so similar that you can determine how she reacts to you by the way you react to her. You can probably evaluate her feelings by analyzing your own. Therefore, you can solve your problem easily! "When two forceful personalities are opposed and it is desirable that they live together in harmony, at least one must use the power of PMA. "Here's your specific assignment for this week: When your mother asks you to do something, do it cheerfully. When she expresses an opinion, agree with her in a pleasant, sincere manner, or don't say anything. When you are tempted to find fault with her, find something good to say. You will have a most pleasant experience. She will probably follow your example." "It won't work!" responded the student. "She is just too hard to get along with!" "You're absolutely right," responded the instructor. "It won't work unless — you try to work it with a positive mental attitude." A week later the young man was asked how he was coming along with his problem. His response was: "I am happy to say that there hasn't been one unpleasant word between us all week. You might be interested in knowing that I have decided to stay at home." * There is a tendency for a person to assume that everyone always likes what he likes and always thinks the way he thinks. For people have a tendency to judge the reactions of others by their own reactions. 302

Now, like the young man who had a problem with his mother, such a conclusion would at times be correct. But many parents often have problems with their children because they fail to realize that the personality of the child is different from theirs. It is a mistake for parents not to realize that time changes both the child and them. For they don't adjust their mental attitudes to compensate for the changes within the child and themselves. ! * ;! A lawyer and his wife had five wonderful children. The parents were unhappy because their oldest daughter, who was a freshman at high school, didn't respond to her parents the way they expected. The daughter was unhappy, too. "She's a good girl, but I don't understand her," the house; yet she'll toil for hours at the piano. In the summer I got her a job at the department store, but she didn't want to work. She just wants to play the piano all day!" It was our recommendation that the parents and daughter be given an Activity Vector Analysis by one of the authors. In Chapter 10 entitled: "How to Motivate Others," you have read about Activity Vector Analysis. These results were very revealing. We found that the girl possessed ambitions, energies, and traits so far beyond either of the parents that it would be difficult for them to comprehend her reactions to them until they understood that each person is different. The parents thought that while it was nice to know how to play a piano, it was good for a girl to work at home and work in a store in the summer. A passion to be a pianist was just a waste of time. "She will get married some day and will have to keep house. She should be more practical," the parents reasoned. The daughter's capacities and the tendencies that motivated her were explained to the parents. Reasons were given why it was 303

hard for them to understand her. An explanation was also given to the daughter as to why her parents thought one way and she another. When the three endeavored to understand what brought about their problem and how they could adjust to it with a positive mental attitude, they were able to live together in greater harmony. 8 To be happy, be understanding of other people. Realize that another person's energy level and capacities may not be the same as yours. He may not think like you. Try to understand that what he likes may not be what you like. When you realize this, you will find it easier to develop a PMA in yourself and to do that which will create desirable reactions in others. Opposite poles of a magnet attract each other and do persons with opposite personality traits. And where there is a community of interest, two individuals may experience a happy association together although each has opposite characteristics in many respects. One may be ambitious, aggressive, confident, and optimistic and possess tremendous drive, energy, and stick-toitiveness. The other may have a tendency to be satisfied, fearful, timid, shy, tactful, and humble and may lack confidence in himself. Often such persons are attracted to each other, and when associated together complement, strengthen, and inspire each other. And they blend their personalities and thus the extremes of each become neutralized. What would grow into rigidity on the part of one and frustration on the part of the other is thus avoided. Would you be happy and inspired if you were married to a person whose personality was exactly like yours? Be truthful with yourself. The answer would probably be "no."

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Children, too, can be taught to be understanding and to be appreciative of all that their parents do for them. Much unhappiness is caused in homes because the children do not appreciate and understand their parents. But whose fault is it? The child's or the parents' or both? Some time ago we had an appointment with the president of a large and successful organization. His name has appeared in a favorable light in every large newspaper in the country for the good work he did while holding public office. Yet on the day we saw him, he was most unhappy. "No one likes me! Even my children hate me! Why is this?" he asked. Actually this man is a person of good intent. He gave his children everything that money would buy. He deliberately kept them from the needs that forced him as a child to gain the strength he developed as a man. He tried to protect them from those things in life that to him were not beautiful. He eliminated the necessity for them to struggle as he had had to struggle. He never asked or expected appreciation from his sons and daughters when they were children and he never got it. Yet he assumed that they understood him without endeavoring to find out. Things would have been different had he taught his children to be appreciative and to gain strength by at least partially fighting their own battles. He experienced happiness in making them happy without teaching them to be happy by making others happy. Therefore they made him unhappy. Perhaps if he had confided in them when they were growing up and told of the struggles he had endured for their benefit, they might have been more understanding. But there is no need for this man, or anyone in a like situation, to remain unhappy. He can turn up the PMA side of his talisman and try earnestly to make himself known to and understood by his dear ones. 305

And he can take the time to show that he loves them by sharing himself instead of just giving them those material things with which his wealth can supply them. If he shares himself as liberally as he shared his money with them, he will experience the rich reward of having them return love and understanding to him. Of course this man had meant well. He had the right intent toward his children and toward others. But he had not been sensitive to their reactions. He had simply assumed that they would understand. And he had not taken the time to help them to do so. Now this man could help himself by reading inspirational books. We recommended several including: How to Win Friends and Influence People. And we told him that his children were people. Regardless of who you are — you are a wonderful person! Yet certain individuals may not think so. If you feel that they react unfavorably with unwarranted antagonism to the many things you say and do, you can do something about it. They are just as human as you are. You have the power to attract and repel! You can use this power wisely to attract the right friends and repel those who have an undesirable or injurious influence on you. With a negative mental attitude — you are apt automatically to repel the good things in life and attract the undesirable including the wrong kind of friends. Undesirable reactions on the part of others may be due to what you say and how you say it; or because of your true inner feelings and attitudes. The voice, like music, is often a reflection of the mood, attitude, and hidden thoughts of the mind. It may be just as difficult for you to realize that the fault lies with you as it is for 306

you to take the initiative and correct yourself when you realize the fault does at times lie with you — but you can do it! You can learn from a good salesman. For he is forced to train himself to be sensitive to the reactions of prospective customers — and do something about it. The customer is always right attitude of successful merchants is a most difficult attitude for some individuals to adopt; yet — it gets results! If you would endeavor to make your relatives happy with the same positive mental attitude that a salesman uses to sell his merchandise to prospective customers, your home and social life would become a more happy and successful one — that is if you have a problem of personality conflict at home. If your feelings are frequently hurt because of what people say, or how they say it, it is quite likely that you yourself are frequently guilty of offending others by what you say or how you say it. Try to determine the true reasons for your reactions of hurt feelings and then avoid causing the same reactions in others. If gossip offends you, you can assume that you shouldn't gossip or you will offend others. If you find someone's tone of voice and attitude towards you objectionable, avoid offending others by speaking or acting in the same manner. If you are not happy when someone yells at you in an angry voice, assume that it is repellent to another if you yell at him — even though he is your five-year-old son, or a very close relative.

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If you feel offended because another person misunderstands your intent, show your confidence — give other persons the benefit of the doubt. If you do not find arguments, sarcasm, humor with a personal sting, or criticism of your ideas, friends or relatives pleasant, it is logical to assume that others will not find them pleasing either. And if you like to be complimented — if you like to be remembered — if it makes you happy to know that someone thinks of you: you can safely assume that others will be happy if you compliment them, or remember them, or drop them a note to let them know you are thinking of them. Absence makes the heart grow fonder — if letters are exchanged. For many a marriage has taken place because love grew stronger through absence. Poetry, imagination, romance, idealism, ecstasy develop warmth and understanding through the exchange of letters. Each individual can express thoughts that might never be expressed if the written word is not used as the medium. Letters of endearment need not, and should not, stop with marriage. Samuel Clemens (Mark Twain) wrote loving notes to his wife daily even when they were at home. They lived a life of real happiness together. 6 + To write — you must think. When you write a letter, you crystallize your thinking on paper. Your imagination is developed by recollecting the past, analyzing the present and perceiving the future. The more often you write, the more you take pleasure in writing. By asking questions, you, as the writer, direct the mind of the recipient into desired channels. You can make it easy for him to respond to you. Thus, when he

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does, he becomes the writer and you receive additional joy as the recipient. The receiver of the letter you write is forced to think in terms of you. If your letter is well-thought-out, both his reason and his emotions can be directed along desired paths. Inspiring thoughts will be imprinted indelibly in his memory when they are being recorded in his subconscious mind as he reads. Can you attract happiness? Yes, of course you can attract happiness. How? You can attract happiness with PMA. A positive mental attitude will attract to you all the health, wealth, and happiness you desire. And a positive mental attitude consists of such plus characteristics as: faith, hope, charity, optimism, cheer, generosity, tolerance, tact, kindliness, honesty, good-finding, initiative, truthfulness, straightforwardness, and good common sense. 2 As a nationally syndicated columnist, Napoleon Hill once wrote an article entitled "Contentment." You may find it helpful. Here is what it said: )

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In his book, The Power of Faith, Rabbi Louis Bienstock said this on the subject of happiness: "Man was born together — all of one piece. It is the kind of world he has fashioned that has torn him apart. A world of folly! A world of falsehood! A world of fear! With the power of faith, let him put himself together again — faith in himself, faith in his fellowmen, faith in his destiny, faith in his God. Then and only then will the world be truly together. Then and only then will man find happiness and peace." Remember, if the man is right his world will be right, He can attract happiness just as he can attract wealth, unhappiness, or poverty. Is your world right? Or are guilt feelings keeping you from winning the success you want? If so, you will want to read our next chapter to insure happiness in your life. -. '. /E

1. Abraham Lincoln once said: "It has been my observation that people are just about as happy as they make up their minds to be." Will you make up your mind to be happy? If not, will you make up your mind not to be unhappy? 2. There is very little difference in people, but that little difference makes a big difference. The little difference is attitude. The big difference is whether it is positive or negative. 3. One of the surest ways to find happiness for yourself is to devote your energies toward making someone else happy.

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4. If you search for happiness, you will find it elusive. But if you try to bring happiness to someone else, it will return to you many times over. 5. If you share happiness, and all that is good and desirable, you will attract happiness, and the good and desirable. 6. If you share misery and unhappiness, you will attract misery and unhappiness to yourself. 7. Happiness begins at home. Members of your family are people. Motivate them to be happy just like a good salesman motivates his prospects to buy. 8. When two forceful personalities are opposed and it is desirable that they live together in harmony, at least one must use the power of PMA. 9. Be sensitive to your own reactions and to the reactions of others. 10. Would you like to live contentedly in Happy Valley? TO BE HAPPY MAKE OTHERS HAPPY!

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CHAPTER 19 Get Rid of That Guilt Feeling You have a guilt feeling. That's good! But get rid of that feeling of guilt. A sense of guilt is good. And every living person regardless of how good or bad he may be will sometimes experience a feeling of guilt. This feeling is the result of a "still, small voice" speaking to you. And your conscience is that "still, small voice." Now think for a moment: What would happen if one did not feel a sense of guilt after doing wrong? For the person who does not have a feeling of guilt for doing a specific wrong act is often unable to distinguish between right and wrong — or hasn't been trained to know the difference between right and wrong as regards that act. Or he may not be sane. For many feelings of guilt are inherited. And others are acquired. We know a mental conflict often will develop when inherited emotions and passions are bridled by the society in which one lives; and people in one environment may have an entirely different code of ethics that is opposed to the code of those in another. Yet in each instance where the individual has been taught a specific, ethical standard and violates it, he develops a feeling of guilt. In some instances, however, the violation of a moral standard of society is good because the standard itself may be bad.

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And we reiterate: a feeling of guilt is good: It even motivates persons of the highest moral standards to worthwhile thought and action. For there was a righteous man who hated and unrelentingly persecuted people of a religious minority. But he developed a feeling of guilt. And the world knows he righted his wrong when his feelings of guilt motivated him to desirable action. For he became a great evangelist. And his thoughts, words, and actions have changed the history of the world during the past two thousand years. Saul of Tarsus was his name. And then there was a man whose feeling of guilt for what he believed to be the misdeeds of his life made him so remorseful that he, too, was motivated to desirable action. In prison he spent his days writing a book. And his book is a classic reference for teaching nobility of character and beauty of life. John Bunyan was his name. And then there was also the sinner we discussed in Chapter Fifteen who donated a half million dollars to the Chicago Boys Clubs and who also donated a million dollars to his church. Now he did this to atone in part for his guilt. For he provided money to prevent boys and girls from falling into the traps and snares of life that he had experienced. Even a benefactor to mankind like Dr. Albert Schweitzer was motivated by the sense of guilt. For he felt guilty that he had fallen short of his responsibilities to his fellowmen. And because he could, but was not, doing something worthwhile, his sense of guilt prompted him to start his great mission. Now do you see that a feeling of guilt with PMA is good? But then there is a feeling of guilt with NMA. And that is bad.

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For not every guilt feeling brings about beneficial remits. Now when the individual has a guilt feeling and does not get rid of that guilt feeling with PMA, the results are often most harmful. And the great psychologist Sigmund Freud says: "The further our work proceeds and the deeper our knowledge of the mental life of neurotics penetrates, the more clearly two new factors force themselves upon our notice which demand the closest attention as sources of resistance... They can both be included under the one description of 'need to be ill' or 'need to suffer.'… The first of these two factors is the sense of guilt or consciousness of guilt…" And Sigmund Freud is right. For feelings of guilt have motivated men to destroy their lives, mutilate their bodies, or injure themselves in other ways to atone for their wrongdoing. Now today, fortunately, such methods are seldom practiced. And they are not permitted in civilized countries. Yet their counterpart can be found. For the conscious mind may not feel guilty but the subconscious mind does. And the subconscious mind never forgets. And it uses its powers as effectively as the conscious mind. For it fulfills the need of the individual who doesn’t rid himself of the feeling of guilt with PMA. It makes him ill. It makes him suffer.

Consideration for others is a quality each of us has to learn to develop. The new-born babe cares little for the comfort and convenience of anyone else. He wants what he wants when he wants it. So right at that point in his development he begins to learn, little by little, that there are others alive, too, and that, to some extent at least, he will have to allow them some consideration. But selfishness is a common human trait, and it lessens in each of us only through development. When we get old 315

enough to understand that such feelings are not good, we feel a twinge of guilt when we indulge in selfishness. This is good, for it causes us to think twice when the occasion arises and we can choose between pleasing ourselves or pleasing others concerned. Thomas Gunn's six-year-old grandson was visiting him at his home in Cleveland, Ohio. The youngster would run to the corner every evening to meet his grandfather when he returned from work. This made the grandfather very happy. When the youngster met him, he would give his grandson a small bag of candy. One day the boy ran to the corner and greeted his grandfather in excitement and anticipation with: "Where's my candy?" The elderly gentleman tried to conceal his emotion. "Did you meet me every evening," he hesitated before continuing, "just for a bag of candy?" The boy was handed the small bag that his grandfather had taken out of his pocket. Nothing more was said as they walked to the house. The child was hurt. He was unhappy. He didn't eat the candy. It didn't seem desirable any more. He had injured someone whom he loved. That night as the six-year-old and his grandfather knelt down and said their prayers aloud together, the youngster added one all his own: "Please, God, let grandfather know I love him." The boy's unhappiness and remorse because of what he had done were good. Why? Because they forced him to take action to get rid of that guilt feeling and make amends for what he had done. 8 + Feelings of guilt can arise from many varied causes. But a sense of guilt brings with it a feeling of indebtedness... indebtedness that must be reduced and eliminated.

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And this is very well illustrated by the story of the young doctor in Lloyd C. Douglas' novel The Magnificent Obsession. For you will recall that in that story the young man who is the hero felt that he owed the world a debt because his life had been saved at the cost of the life of a great brain surgeon who had been a real blessing to the world. But it was this feeling of debt which caused the young man to become a brain specialist equal in ability to the man whose life he felt he had taken. And from the diary of the man who had gone on, the young man learned a philosophy of life which caused him to develop a Magnificent Obsession. Thus, because of his guilt feeling, he too became a worthwhile person. Now every story is somebody's story. And every day in your daily newspaper you read somebody's story: someone like Jim Vaus whose life was saved in more ways than one because he responded to an irrevocable decision to get rid of his feeling of guilt. For he got into action. 8 ;Sometimes people get caught in a web of wrongdoing, and they seem to be unable to free themselves from it. For they give up trying. And then they become more and more entangled, until finally it takes an almost earthshaking experience to set them free. Such was the case with Jim Vaus. Jim Vaus is a man who literally owes his life to his decision to say "I will" and yet this decision came quite late in life. For a good many years, Jim had been running head on into the Commandments. He seemed to be trying to violate them all, one by one. The first time he broke the injunction, "Thou shalt not steal," he was still in college. One day he stole $92.74; he went to the airport, bought a ticket, and headed for Florida. A little later he stole again, this time in an armed robbery. He was caught and 317

put in jail. Shortly thereafter he was granted amnesty so that he could join the Army; yet even in the Army he got into trouble. The court martial read, "... for diverting government property to private use... " And so it went. Jim Vaus' career kept sliding downhill. The more often he did wrong, the more guilt he felt. Guilt leads to guilt, as well as lies and deception to hide it. Now Jim didn't consciously feel more guilty — because his conscious sense of guilt had become deadened. But not so with his subconscious mind. For that's where the guilt feeling accumulated without Jim's realizing it. And, as in the instances you often read of in your newspaper, it took an earthshaking experience to awaken him. Now Vaus was eventually released from the Army; he married and moved to California where he set up an electronics consultant business. One day a man known simply as Andy came to Jim and outlined a big idea for beating the races with an electronic device. Within weeks Jim was deeply involved with the underworld. And he was driving a nine thousand dollar car. He had a fine home in the suburbs, and more business than he could handle. One day Jim had an argument with his wife. She wanted to know where all the money was coming from, and he wouldn't say. So she started to cry. Jim couldn't stand to see his wife cry. For he loved her. Jim's conscience bothered him. Because he wanted to humor her, he suggested a ride out to the beach. On the way, they got caught in a traffic jam: hundreds of cars were pouring into a parking lot. "Oh look, Jim," said Alice. "It's Billy Graham! Let's go. It might be interesting." 318

And still trying to humor her, Jim went along. But shortly after he sat down he became emotionally disturbed: It seemed to him that Graham was talking directly to him. For Jim's conscience bothered him so badly that it seemed he had been singled out. Graham's text was: "What does it profit a man if he gains the whole world and loses his soul?" Then Graham was saying: "There's a man here who has heard all this before, who is hardening his heart. With pride he stiffens his neck, and he is determined to leave without making a decision. But this will be his last chance." His last chance? To Jim the thought was startling. Perhaps he had a premonition. Or perhaps he was ready. What did the preacher mean? Graham was giving a call to come forward. He wanted people to take a physical step that symbolized a decision. What was happening, Jim wondered. Why did he feel like crying? Suddenly he found himself speaking. "Let's go, Alice." Dutifully Alice walked to the aisle, and turned as if to go out of the tent. Jim, who was following her, caught her arm and turned her around. "No, dear," he said. "This way… " Years later, after Jim had changed his life completely, he was giving a speech in Los Angeles. And then he told of his experiences with the underworld. He told about the day of his decision, on which day he had been instructed to fly to St. Louis on a wire-tapping assignment. "I never reached St. Louis," he said. "I found the courage to reach my knees instead." 319

And in his speech Jim told of his blessings and how he had thanked God for them, asked for forgiveness, had tried to neutralize his wrongdoing, and stressed the application of the Golden Rule. After the lecture, a lady came up to him and said, "Mr. Vaus, I think you might like to know something. I was working in the Mayor's office at the time you were supposed to go to St. Louis. On that day a teletype was received from the FBI. It said, Mr. Vaus, that you were going to be met in St. Louis by a rival gang. And shot dead." Your own "last chance" may not be as dramatic as this. But there is a wonderful lesson in the story of Jim Vaus, nonetheless. How was Jim able to get rid of his guilt feelings? He did it by following a clearcut pattern. It is the pattern all of us can follow. L2

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You are acquainted with the Ten Commandments, the Golden Rule, and other standards of good in the society in which you live. And it is for you to determine the standards which will guide you to your desired goals. "It is one thing to know the goal, and quite another thing to work toward it," writes Bishop Fulton J. Sheen in Life Is Worth Living. Choose your goals! Work toward them! Direct your thoughts, control your emotions, get into action and you ordain your destiny. You can find the answer if you keep seeking it. How? One important aid is to "catch character." 2 "Character is something that is caught, not taught," was a thought-provoking quotation of Arthur Burger, former Executive Director of the Boys Clubs of Boston. It appeared in a Reader's Digest article entitled "400,000 Boys Are Members of the Club." Catch has two distinct meanings: (1) "affected by exposure to environment" (often subconscious reaction); and (2) "seize and hold" (conscious action). One effective way to catch character is to place yourself or your children in an environment that will develop desirable thoughts, motives, and habits. If your selected environment it is not sufficiently effective after a reasonable time, make substitutions and changes. But character can also be taught. And if parents would devote more time to teaching character, both by precept and example, their children would catch and learn this admirable quality so necessary for success. + % 5 E. E. Bauermeister, former Supervisor of Education at the California Institution for Men at Chino, California, says: "Our youngsters need the guidance in 322

choosing right from wrong which they should receive at home… when we start talking about juvenile delinquency, we should rename it and put the responsibility where it belongs. We have a case of parent delinquency in America today. Parents are not assuming the obligations and responsibilities that are theirs. "Everyone has been born with a potential of good character… " J. Edgar Hoover made this statement: "You can read volumes upon volumes as to the cause of crime, but crime is literally caused by the lack of one thing, a feeling of moral responsibility on the part of people." And the reason the people lack a feeling of moral responsibility is because they lack a guilt feeling. Thus they do not develop their own characters, for their conscience is dulled and doesn't guide them. And from their faulty unmoral and amoral characters their children can neither catch nor learn character. = Sometimes it is not so easy to decide whether one should say yes or no. For the question to be resolved may involve a conflict between virtues. And every person at some time is faced with such a conflict and must make a decision. He must choose: between what he wishes to do and what he ought to do; or between what he wants and what society expects of him. And such a choice must necessarily be made between virtues, such as: love, duty, and loyalty. As examples: (a) love and duty to a parent in conflict with the love and duty to a husband or wife; (b) loyalty to an individual in conflict with loyalty to another individual; or (c) loyalty to an individual in conflict with loyalty to an organization or society.

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Let's Illustrate with the story of the salesmen who worked with George Johnson. For they were faced with a conflict between loyalty to an individual and loyalty to another Individual and the organization he represented. George Johnson trained, encouraged, inspired, and financed a salesman whom we will call John Black. George had complete confidence in John. He liked him. He gave him a break. He let him service his best customers — long established accounts. In the company contract it was agreed that in the event of termination the salesman would in no way molest the company's business or interfere with its sales organization. Mr. Johnson gave Black the book Think and Grow Rich. It motivated John to action — the wrong action! John didn't read what was unwritten. His only interest was the acquisition of money. He believed the end justified any means. Because of his negative standards he responded aggressively with a negative mental attitude. "George Johnson is just like a father to me. Yes, I think of him as a father," the salesman said, but at the same time he secretly planned to transfer the company's customers and sales force to a competing concern for — money. John was welcomed in the homes of his fellow salesmen. For they were unaware of his thoughts or plans. When he called at their homes he relied upon the honesty and decency of the individuals to live up to a promise and not to betray his secret. He would ask, "How would you like to double your earnings? How would you like to have greater security?" The response would be: "Sounds good! What's it all about?"

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Black would answer, "I don't want anyone to upset the apple cart; therefore, I'll tell you only if you promise me on your honor not to tell anyone. Do you make a solemn promise?" When the answer was yes, he endeavored to entice them over to the competing organization. He tried to neutralize their pangs of conscience by referring to real or imaginary dissatisfactions. The other salesmen were "on the spot." On the one hand, they had given John their solemn promise not to tell what he was doing. On the other hand, they knew what he was doing would be harmful to their employer. And they owed a greater loyalty to George Johnson and the organization he represented. The salesmen had the courage to try to clear the cobwebs of John's thinking and to show him that what he was contemplating was not right. When he didn't respond but persisted in his own way, they knew what to do: They gave George Johnson the facts. They chose adherence to courage, honesty, and loyalty. They knew how to decide between right and wrong when one virtue was in conflict with another. There are many such conflicts. In your life you will be faced with the necessity to make decisions in instances where virtues are in conflict with other virtues. And what will your decision be? Perhaps the following will aid you: Do that which your conscience tells you will not develop a guilt feeling. It's the right thing to do. To assist you in coming to the right decision under such circumstances, complete the Success Quotient Analysis in the following chapter. -. '. /F

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1. You have a guilt feeling. That's good! But get rid of that guilt feeling! 2. To get rid of that guilt feeling, make amends. 3. A recommended formula to help you get rid of guilt is: (a) Listen to advice, a lecture, sermon, etc., and relate and assimilate the principles. (b) Count your blessings and thank God for them. (c) Then become truly sorry for your wrongdoings. True sorrow necessarily incorporates a sincere decision to stop the wrongdoing. (d) Take the first step forward: Acknowledge your and your intention to make amends.

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(e) Make amends insofar as you are able. (f) Memorize, understand and try to apply the Golden Rule in your dealings with others. 4. Anything which deters you from noble achievements in life should be cast aside. 5. Character can be caught and taught. 6. What do you do when two virtues are in conflict with one another? 7. The burden is upon you to find what is right or wrong, and to know what is good or evil under a given circumstance and at a given time. One of the best ways to learn is to expose yourself with regularity to a religious environment, and to seek Divine Guidance daily. YOU HAVE A GUILT FEELING — THAT’S GOOD. BUT GET RID OF THAT GUILT FEELING! 326

1 ; '$#- #$'2$ Remember that you and you alone can eliminate your real limitations when you learn and employ the art of motivation with PMA. These limitations are: 1. A negative mental attitude and your neglect to change to a positive mental attitude 2. Ignorance, through your neglect, to learn how to use the powers of your mind 3. Your neglect to engage in thinking, study and planning time to set and achieve desirable goals 4. Your neglect to take the necessary action when you know what to do and how to do it 5. Your neglect to learn how to recognize, relate, assimilate and apply universal principles that, when applied, can help you achieve any objective you may have that doesn't violate the laws of God or the rights of your fellow men 6. That which you set up in your own mind, or accept, as insurmountable Also remember: Negligence is one of the quickest and easiest habits to neutralize and overcome if you want to neutralize and overcome it.

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CHAPTER 20 Now It's Time to Test Your Own Success Quotient You have read all but the last three chapters of Success Through a Positive Mental Attitude. And now would be a good time to take a look at your own mental attitude. And you can do this for yourself. But before you do, we want you to know our attitude is: The burden of teaching is upon the person who wants to teach. And with whom does the burden of learning lie? Perhaps J. Milburn Smith has the answer. Now J. Milburn Smith rose from assistant to the office boy to president of the Continental Casualty Company of Chicago. He told us: The burden of learning is on the person who wants to learn, not on the person who wants to teach. And he also said: "A 'have-not' is a person who believes that an idea is not good for him unless he himself originates it. And I say: "Copy from success! Everything I have done I have borrowed from another person or business." And he continued: "Be respectful and listen to those who have experience. "For the experienced man had something I wanted. And that's why I associated with older and successful men. For I took what they had: the good, their knowledge and experience, but not their weaknesses. And then I added this to what I had. Thus I profited even by their mistakes as well as my own.

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To learn one must pay the price. And I was willing to pay it for I was not taught. I learned. Knowledge? You must seek it out!" Copy from success, says J. Milburn Smith. And you can begin by asking yourself some questions: Am I willing to pay the price? Am I willing to take the good, the knowledge and the experience, but not the weaknesses of the men I have read about in this book? And if your answer is yes, then we have a suggestion that we know will help you. But let's first remind you that as you have read the pages of this book, you have frequently been called upon to answer questions about yourself. And although these may have appeared to have been simple questions, in reality: is there anything harder than to evaluate one's self correctly? "Know thyself" is probably the most difficult admonition ever given to man. And to assist you to know thyself the authors have prepared a personal analysis questionnaire which has helped many men and women to do this more satisfactorily. You have already taken many tests intelligence, aptitude, personality, vocabulary, and all the rest. But this one is different. We call it your Success Quotient Analysis. And it is based on the 17 success principles which have been responsible for the worthwhile achievements of the world's outstanding leaders in all fields. It has many purposes: ) ) ) )

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(a) Have you decided upon a definite major _______ _______ goal in life? (b) Have you set a time limit for reaching that goal?

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_______

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_______ _______

(b) Do you control your mental attitude?

_______ _______

(c) Do you know the only thing over which

_______ _______

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anyone has complete power of control? (d) Do you know how to detect a negative mental attitude in yourself and others?

_______ _______

(e) Do you know how to make PMA a habit?

_______ _______

3. Going the "Extra Mile"

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(a) Do you make a habit of rendering more and better service than you are paid for?

_______ _______

(b) Do you know when an employee is entitled to more pay?

_______ _______

(c) Do you know of anyone who has achieved success in any calling without doing more than he was paid to do?

_______ _______

(d) Do you believe anyone has a right to expect an increase in salary unless he is doing more than he is paid for?

_______ _______

(e) If you were your own employer, would _______ _______ you be satisfied with the sort of service you are now rendering as an employee? 4. Accurate thinking

Yes

No

(a) Do you make it your duty constantly to _______ _______ learn more about your occupation? (b) Is it your habit to express "opinions" on subjects with which you are not familiar? 331

_______ _______

(c) Do you know how to find the facts when you need knowledge? _______ _______ 5. Self-discipline

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(a) Do you hold your tongue when angry?

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_______ _______

(b) Is it your habit to speak before you _______ _______ think? (c) Do you lose your patience easily?

_______ _______

(d) Are you generally even-tempered?

_______ _______

(e) Is it your habit to allow your emotions _______ _______ to overpower your reason?

6. The master mind

Yes

No

(a) Are you influencing other people to help _______ _______ you attain your goal in life? (b) Do you believe that a person can succeed in life without the aid of others?

_______ _______

(c) Do you believe a man can easily _______ _______ succeed in his occupation if he is opposed by his wife or other members of his family? (d) Are there advantages when an employer _______ _______ and an employee work together in harmony?

(e) Are you proud when a group to which you belong is praised? 332

_______ _______

7. Applied faith

Yes

No

(a) Do you have faith in Infinite Intelligence?

_______ _______

(b) Are you a person of integrity?

_______ _______

(c) Do you have confidence in your ability _______ _______ to do what you decide to do? (d) Are you reasonably free from these seven basic fears: (1) fear of poverty? (2) fear of criticism? (3) fear of ill health? (4) fear of loss of love? (5) fear of loss of liberty? (6) fear of old age? (7) fear of death? 8. Pleasing personality

_______ _______

Yes

(a) Are your habits offensive to others?

No

_______ _______

(b) Is it your habit to apply the Golden _______ _______ Rule? (c) Are you liked by those with whom you _______ _______ work?

(d) Do you bore others? 9. Personal initiative

_______

___

Yes

No

(a) Do you plan your work?

_______ _______

(b) Must your work be planned for you?

_______ _______

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(c) Do you possess outstanding qualities not possessed by others in your line of _______ work?

______

(d) Is it your habit to procrastinate?

_______

______

(e) Is it your habit to try to create better plans for doing your work more efficiently?

_______

______

Yes

No

(a) Are you an enthusiastic person?

_______

______

(b) Do you direct your enthusiasm toward carrying out your plans?

_______

______

(c) Does your enthusiasm overpower your judgment?

_______

______

Yes

No

(a) Is it your habit to concentrate your thoughts on what you are doing?

_______

______

(b) Are you easily influenced to change your plans or your decisions?

_______

______

(c) Are you inclined to abandon your aims and plans when you meet opposition?

_______

______

(d) Do you keep working regardless of unavoidable distractions?

_______

______

Yes

No

10. Enthusiasm

11. Controlled attention

12. Teamwork 334

(a) Do you get along harmoniously with others?

_______ ______

(b) Do you grant favors as freely as you ask them?

_______ ______

(c) Do you have frequent disagreements with others?

_______ ______

(d) Are there great advantages in friendly cooperation among co-workers?

_______ ______

(e) Are you aware of the damage one can cause by not cooperating with co-workers?

_______ ______

13. Learning from defeat

Yes

No

(a) Does defeat cause you to stop trying?

_______ _______

(b) If you fail in a given effort, do you keep trying?

_______ _______

(c) Is temporary defeat the same as failure?

_______ _______

(d) Have you learned any lessons from defeat?

_______ _______

(e) Do you know how defeat can be converted into an asset that will lead to success?

_______ _______

Yes

14. Creative vision (a) Do you use your imagination constructively? 335

No

_______ _______

(b) Do you make your own decisions?

_______ _______

(c) Is the man who only follows instructions always worth more than the man who also creates new ideas?

_______ _______

(d) Are you inventive?

_______ _______

(e) Do you create practical ideas in connection with your work?

_______ _______

(f) When desirable, do you seek sound advice?

_______ _______

15. Budgeting time and money

Yes

No

(a) Do you save a fixed percentage of your income?

_______ _______

(b) Do you spend money without regard to your future source of income?

_______ _______

(c) Do you get sufficient sleep each night?

_______ _______

(d) Is it your habit to employ spare time studying self-improvement books?

_______ _______

16. Maintenance of sound health

_______ _______

(a) Do you know five essential factors of sound health?

_______ _______

(b) Do you know where sound health begins?

_______ _______

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(c) Are you aware of the relation of relaxation to sound health?

_______ _______

(d) Do you know the four important factors necessary for the proper balancing of sound health?

_______ _______

(e) Do you know the meaning of "hypochondria" and "psychosomatic illness"?

_______ _______

17. Using cosmic habit force as it pertains to your personal habits

Yes

No

(a) Do you have habits which you feel you cannot control?

_______ _______

(b) Have you recently eliminated undesirable habits?

_______ _______

(c) Have you recently developed any new, desirable habits?

_______ _______

Here's how to rate your answers. All the following questions should have been answered NO: 3c - 3d - 4b - 5b -5c - 5e - 6b 6c - 8a - 8d - 9b - 9d – 10c - 11b - 11c -12c - 13a - 13c - 14c 15b - 17a. All other questions should have been answered YES. Your score would have been 300 if all the questions had been answered "No" or "Yes" as shown above. This is a perfect score and very few people have ever made such a score. Now let's see what your score was.

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Number of "No" answers instead of "Yes": _______X4 =______ If you answered "No" to any of the meaning questions that should have been answered "Yes," deduct four points for each one: Add the subtotals together, and subtract from 300. This will be your score. Illustration: Number of "Yes" answers instead of "No": 3 x 4 = Number of "No" answers instead of "Yes": 2 x 4 =

12 8 --------

Total Number of Wrong Answers--------------------- 20 =====

Perfect Score -------------------------------------------- 300 Minus Total Number of Wrong Answers ----------- - 20 ---------

Your Score ----------------------------------------------- 280 ======

Find your rating below: 300 points ———— Perfect (Very Rare) 275 to 299 points ———— Good (Above Average) 200 to 274 points ———— Fair (Average) 100 to 199 points ———— Poor (Below Average) Below 100 points ———— Unsatisfactory You have now taken an important step to success and happiness. You have tried to answer the questions in this Success Quotient Analysis searchingly and honestly. If not, you will. Now the important thing to remember is that these results are not final and unchangeable. If you scored high, it means you will be able to assimilate and practice the principles in this book rather quickly.

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If your score was not so high don't despair! Apply PMA! You can achieve great success in life! When you need help from a psychologist to find out what business or profession you may be fitted for, he will frequently ask you to take a battery of tests. The picture that emerges from these tests may show you what your particular tendencies are. However, the psychologist does not regard the result of these tests as final. He always arranges for a personal interview to find out that which a test will not answer. He uses the results of the tests and the interview to counsel you and to evaluate your progress. In the same way you can use the first score on the questionnaire as a means of measuring your own ever-growing successquotient. Read Success Through a Positive Mental Attitude from cover to cover once more. And again. And again. Read it aloud with your husband, wife, or a close friend, discussing it point by point. Read it until every principle becomes a part of your life, motivating your every action. Then, when you have earnestly applied these principles for three months, take the S.Q. test again. Not only will many wrong answers become right ones, but answers you gave correctly the first time will be more emphatic and confident. Your Success Quotient can serve you as more than a yardstick, however. It can serve to underline those areas where you need to work hardest for self-improvement. It will also reveal your areas of special strength.

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For your future is ahead of you. You have the power to direct your thoughts and control your emotions. Just awaken the sleeping giant within you. How? You will find your answer in the next chapter. -. '. 7@

1. Review the Success Quotient Analysis frequently until you can truthfully state to yourself: "I can now make the right answer to each question." Each of the questions will direct your mind in a specific channel whereby you can easily determine what you can and should do. 2. There is a value in solving problems or developing desirable habits by asking yourself the proper questions. Write them down, and then, in your thinking time, strive to find the proper solutions to obtain the results you desire. SOW AN ACT AND YOU REAP A HABIT. SOW A HABIT AND YOU REAP A CHARACTER. SOW A CHARACTER AND YOU REAP A DESTINY.

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CHAPTER 21 Awaken the Sleeping Giant Within You You are the most important living person. "Stop and think about yourself: In all the history of the world there was never anyone else exactly like you, and in all the infinity of time to come, there will never be another." You are the product of your: heredity, environment, physical body, conscious and subconscious mind, experience, and particular position and direction in time and space... and something more, including powers known and unknown. You have the power to affect, use, control or harmonize with all of them. And you can direct your thoughts, control your emotions and ordain your destiny with PMA. For you are a mind with a body. And your mind consists of dual, invisible gigantic powers: the conscious and subconscious. One is a giant that never sleeps. It is called the subconscious mind. The other is a giant which when asleep is powerless. When awakened, his potential power is unlimited. This giant is known as the conscious mind. When the two work in harmony, they can affect, use, control or harmonize with all known and unknown powers. 5"What wouldst thou have? I am ready to obey thee as thy slave — I and the other slaves of the lamp," said the genie.

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Awaken the sleeping giant within you! It is more powerful than all the genii of Aladdin's lamp! The genii are fictional. Your sleeping giant is real! What wouldst thou have? Love? Good health? Success? Friends? Money? A home? A car? Recognition? Peace of mind? Courage? Happiness? Or, would you make your world a better world in which to live? The sleeping giant within you has the power to bring your wishes into reality. What wouldst thou have? Name it and it's yours. Awaken the sleeping giant within you! How? Think. Think with a positive mental attitude. Now the sleeping giant, like the genie, must be summoned with magic. But you possess this magic. The magic is your talisman, with the symbols PMA on one side and NMA on the other. The characteristics of PMA are the plus characteristics symbolized by such words as faith, hope, honesty, and love. 6 D We have called the resumes at the end of the chapters "pilots." That is because you are going somewhere. You are not standing still. You are on your way through rough and often unfamiliar waters. To reach the end of your journey successfully, you will need many of the skills of the navigator. As the compass of a ship is affected by disturbing magnetic influences, requiring the pilot to make certain allowances in order to keep the vessel on its right course, so you must take account of the powerful influences affecting you as you navigate through life. A compass is corrected to give true readings regardless of variation and deviation. The same applies to life where the variations are environmental influences. And the deviations are 342

the negative attitudes within your own conscious and subconscious mind. You must correct these deviations as they occur in your plotting. Ahead of you may be disappointments, adversities, and dangers. These are the rocks and hidden shoals past which you must sail on your course. And this you can do when your compass is compensated for variation. For if you are aware of the coral reefs and tides, you can capitalize on each. You can select the environmental influence of the light of a lighthouse or sound of a buoy to steer a course that will bring you towards your destination without serious mishap. Now when plotting a course, you must rely upon the accuracy of your compass. Compensating the compass is not an exact science. A necessary safeguard is unceasing watchfulness on the navigator's part. It is possible, however, to correct a compass very effectively. Just as a magnetic needle is in direct line with the north and south magnetic poles, so when your compass is compensated, you will automatically react in line with your objective, your highest ideal. And the highest ideal of man is the will of God. + D Success Through a Positive Mental Attitude will bring you success, wealth, physical, mental and spiritual health, and happiness when — you react favorably to it. Remember what Andrew Carnegie said: "Anything in life worth having is worth working for." Awaken the sleeping giant! In the next chapter entitled "The Amazing Power of a Bibliography" you will discover the art of reading an inspirational book in a manner that will help you to awaken the sleeping giant within you. 343

-. '. 7/

1. What wouldst thou have? Love? Good health? Success? Friends? Money? A home? A car? Recognition? Peace of mind? Courage? Happiness? Or would you make your world a better world in which to live? 2. Name it and it can be yours — if you learn and employ the principles found in this book that are applicable to you. 3. Think. Think with a positive mental attitude. And follow through with desirable action. 4. Compensate your compass to avoid dangers and thus arrive safely at your chosen destination. 5. The highest ideal of man is the will of God. 6. Awaken the sleeping giant within you!

AWAKEN THE SLEEPING GIANT WITHIN YOU!

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CHAPTER 22 The Amazing Power of a Bibliography This chapter is a bibliography. And this bibliography has amazing potential power. For within it may lie the hidden button which pushed can be used to unleash the power within you — the untapped, unused vast resources that you alone possess. And we hope it will start a chain reaction that will help you in achieving true success. For if you want to motivate yourself and others: Say it with a book. + In Success Through a Positive Mental Attitude the authors have used a technique that has proved exceedingly effective in their writings, lectures, and counseling service. We recommend self-help books which experience has proved cause a desirable and positive reaction in the reader. Now in the twentieth century, America has been particularly fortunate in developing a group of authors who have the unique talent to write in a manner that sows seeds of thought which motivate those who are searching for self-improvement to find it. The reader reacts with desirable action. While some of the books we recommend are out of print, the universal truths contained in them are just as true today as the day they were written. And such books can be obtained from used bookstores or rented from your library. Again we urge you to read, study, understand, and apply the principles in inspirational, self-help action books, magazines and newspaper articles. Read everything you can find about those who had successful careers in your own field to determine what principles you can use to succeed. Also read success stories about 345

people in other kinds of work and find the common denominator, the principle involved. Share with others a part of what you possess that is good and desirable: an inspirational, self-help action book, article, editorial or poem. Now, that's what Nate Lieberman has done. For many years he was a manufacturer's representative. He had a Magnificent Obsession. Over a period of years, he shared thousands of inspirational books with his friends. And it was Nate Lieberman who made Emerson and Mr. Stone close friends with a gift of Emerson's Essays. And likewise he introduced him to the authors of Suggestion and Autosuggestion, The Law of Psychic Phenomena and Invention and The Unconscious, and many more. Now this sharing of ideas and ideals is a marvelous thing — you give them away and still keep them for yourself, too. Brownie Wise knew this. Brownie needed to support herself and her son, who was ill. Her meager salary wasn't enough to pay for her son's medical care. Therefore she obtained a part-time sales job for Tupperware Home Parties, Inc., to augment her income. She needed money. With it, her son could have the best medical attention. They could move to a climate that would help restore his health. Brownie Wise prayed for help. She found it. She read an inspirational book, Think and Grow Rich. She read it once and then read it again. In fact. Brownie read the book six times. Then she recognized the principles she was looking for and something happened. She made it happen! She saw how she could apply these principles to her own situation and these ideas were put into action. It wasn't long before her earnings from Tupperware exceeded $18.000 a year. And within a few years, 346

her income rose to over $75,000 annually. In due course she became vice-president and general manager of the company. Brownie Wise enjoyed the distinction of being recognized as one of the outstanding woman sales managers in the United States. She continued her successful career and eventually became president of Viviane Woodard Cosmetics Corporation. This outstanding business woman's success began with a book and continued with a book. Much of her achievement is due to the successful motivation of her representatives. She shared what she had learned from reading Think and Grow Rich. Brownie Wise bought copies of the book for her sales representatives. They were urged to read Think and Grow Rich as many times as she had, and to apply the principles in their own lives. And the story of Lee S. Mytinger and William S. Casselberry, Ph.D., is another example of the value of inspirational, self-help action books in the achievement of success. These men helped nature bring good health to men, women, and children through the sale of Nutrilite, a food supplement which contains vitamins and minerals. Their sales grossed many millions of dollars annually. Mytinger and Casselberry read Think and Grow Rich. They assimilated what they read and got into action. Part of their success was due to their ability to motivate their distributors with mental and spiritual vitamins. They did this with the same book that had inspired them. Each new employee received an inspirational lecture course teaching him the fundamentals of success. They distributed thousands of self-help books because they knew what amazing effects these books have on sales representatives' productivity and success. W. Clement Stone uses inspirational literature extensively in his organization. His company buys thousands of books for 347

distribution to employees, stockholders, and representatives. The success and growth of his companies have been phenomenal — not by accident. & + There is an art to reading a self-help book. When you read, concentrate. Read as if the author were a close personal friend and were writing to you — and you alone. Now you recall that Abraham Lincoln, when he read, took time for reflection in order that he might relate and assimilate the principles into his own experience. It would be wise to follow his good example. Determine what you are looking for before you read a self-help book. If you know what you are looking for you are more apt to find it than if you don't have a specific purpose. If you really want to recognize, relate, assimilate and apply success principles that are contained between the covers of an inspirational book, you must work at it. A self-help book is not to be skimmed through the same way that you might read a detective novel. Mortimer J. Adler in How to Read a Book urges the reader to follow a definite pattern. Here's an ideal one: Step A. Read for general content. This is the first reading. It should be a fast reading, to grasp the sweeping flow of thought that the book contains. But take the time to underline the important words and phrases. Write notes in the margins and write down briefly the ideas that flash into your mind as you read. Now this obviously may only be done with a book that you own. But the notations and markings make your book more valuable to you. Step B. Read for particular emphasis. A second reading is for the purpose of assimilating specific details. You should 348

pay particular attention to see that you understand and really grasp any new ideas the book presents. Step C. Read for the future. This third reading is more of a memory feat than it is a reading task. Literally memorize passages that have particular meaning to you. Find ways they can relate to problems you are currently facing. Test new ideas; try them; discard the useless and imprint the useful indelibly on your habit patterns. Step D. Read — later— to refresh your memory, and to rekindle your inspiration. There is a famous story about the salesman who is standing up in front of a sales manager saying: '"Gimme that old sales talk again, I'm getting kinda discouraged." All of us may become discouraged. We should re-read the best of our books at such times to rekindle the fires that got us going in the first place.

We shall list some inspirational, self-help action books (a few are instructional) that can motivate you to desirable action. Each contains hidden treasures that you can discover for yourself. But before you go over the list and thus complete your first reading of Success Through a Positive Mental Attitude, let us once more remind you: share with others a part of what you have that is good and desirable, and awaken the sleeping giant within you. Then this book, Success Through a Positive Mental Attitude, will not be an ending. It will be the beginning of a new era in your life. Make the ending what you choose.

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The Bible (a) Let us walk honestly, as in the day; not in rioting and drunkenness, not in chambering and wantonness, not hi strife and envying. But put ye on the Lord Jesus Christ, and make not provision for the flesh, to fulfill the lusts thereof. (Romans 13:13-14) (b) As a man thinketh in his heart, so is he. (Proverbs 23.7) (c) If thou canst believe, all things are possible to him that believeth. (Mark 9:23) (d) Lord, I believe; help Thou mine unbelief. (Mark 9:24) (e) According to your faith be it unto you. (Matthew 9:29) (f) Faith without works is dead. (James 9:20) (g) What things soever ye desire, when ye pray, believe that ye receive them, and ye shall have them. (Mark 11:24) (h) If God be for us, who can be against us? (Romans 8:31) (i) Ask and it shall be given you; seek and ye shall find; knock and it shall be opened unto you. (Matthew 7:7) (j) Naked, and ye clothed me; I was sick and ye visited me; I was in prison, and ye came unto me. (Matthew 25:31-35) (k) Go ye into all the world. (Mark 16:15) (1) For the good that I would I do not: but the evil which I would not, that I do. (Romans 7:19)

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(m) For what I would, that I do not; but what I hate that I do. (Romans 7:15) (n) Silver and gold have I none; but such as I have I give thee. (Acts 3:6) (o) The love of money is the root of all evil. (I Timothy 6:10) (p) Thou shalt not steal. (Exodus 20:15) Books for further reading 1. Adler, Mortimer J.

How to Read a Book published by Simon & Schuster

2. Alger, Horatio

Robert Coverdale's Struggle published by Hurst & Company

3. Baudoin, Charles

Suggestion and Autosuggestion published by The Macmillan Company

4. Beaty, John Y.

Luther Burbank, Plant Magician, published by Julian Messner, Inc.

5. Bettger, Frank

How I Raised Myself from Failure to Success in Selling published by Prentice-Hall, Inc.

6. Bienstock, Louis

The Power of Faith published by Prentice-Hall, Inc.

7. Brande, Dorothea

Wake Up and Live 351

published by Simon & Schuster 8. Brazier, Mary A.B.

The Electrical Activity of the Nervous System — A textbook for students, published by Macmillan Company

9. Bristol, Claude M.

The Magic of Believing published by Prentice-Hall

10. Bristol, Claude M. & Sherman, Harold

TNT, Power within You published by Prentice-Hall

11. Burbank & Hall

Training of the Human Plant published by The Century Company

12. Campbell, Walter S.

Writing: Advice and Devices published by Doubleday

13. Carnegie, Andrew

Autobiography of Andrew Carnegie, published by Houghton Mifflin Company

14. Carnegie, Dale

How to Win Friends and Influence People, published by Simon & Schuster

15. Clarke, Edwin Leavitt

The Art of Straight Thinking published by AppletonCentury-Crofts, Inc.

16. Clason, George S.

The Richest Man in Babylon published by Hawthorn Books, Inc. 352

17. Collier, Robert

Secret of the Ages published by Robert Collier

18. Colson, Charles

Born Again published by Chosen Books

19. Copi, Irving

Introduction to Logic published by The Macmillan Company

20. Coue, Emile

Self-Mastery Through Conscious Autosuggestion published by American Library Service

21. Dakin & Dewey

Cycles published by Henry Holt & Company

22. Danforth, William H.

I Dare You published by the "I Dare You" Committee, Checkerboard Square, St. Louis, Missouri

23. Dewey, Edward R. & Mandino, Og

Cycles: The Mysterious Forces That Trigger Events published by Hawthorn Books, Inc

24. Dey, Frederic Van Rensselaer

The Magic Story published by DeVorss & Company

25. Douglas, Lloyd C.

Magnificent Obsession

353

published by Houghton Mifflin Company 26. Dumas, Alexander

The Question of Money

27. Durant, Will

The Story of Philosophy published by Simon & Schuster

28. Eddy, Mary Baker

Science and Health, With Key to the Scriptures, published by Charles H. Gabriel

29. Einstein, Albert

Essays in Science published by Philosophical Library

30. Elliot, Paul L. & Wilcox, William S.

Physics, A Modern Approach published by The Macmillan Company

31. Franklin, Benjamin

Autobiography of Benjamin Franklin

32. Freud, Sigmund

An Outline of Psychoanalysis published by W. W. Norton & Company

33. Gordon, Arthur

Norman Vincent Peale: Minister to Millions, published by Prentice-Hall, Inc.

34. Hayakawa, S. I.

Language in Thought & Action, published by Harcourt, Brace & Company

354

35. Hill, Napoleon

The Law of Success published by Hawthorn Books, Inc. Think and Grow Rich published by Hawthorn Books, Inc. How to Raise Your Own Salary, published by Combined Registry Company Science of Success Course published by Combined Registry Company

36. Hudson, Thomson Jay

The Divine Pedigree of Man published by Hudson-Cohan Publishing Company, Inc. The Law of Psychic Phenomena, published by A. C. McClurg & Company

37. Hunter, Edward

Brainwashing published by Farrar, Straus & Cudahy

38. James, William

Principles of Psychology published by Henry Holt & Company

39. Jones, Francis A.

The Life Story of Thomas A. Edison, published by Grosset and Dunlap 355

40. Jones, Jim

41. Kobe, Martin J.

If You Can Count to Four published by Whitehorn Publishing Company, Inc. Your Greatest Power published by Combined Registry Company

42. Maltz, Maxwell

Psycho-Cybernetics published by Prentice-Hall, Inc.

43. Mandino, Og

The Greatest Salesman in the World, published by Frederick Fell Publishers, Inc. The Greatest Secret in the World, published by Frederick Fell Publishers, Inc.

44. Marden, Orison Swett

Pushing to the Front published by Success Company

45. Mills, Clarence, M.D.

Climate Makes the Man published by Harper and Brothers

46. Moutmasson, Joseph-Marie Invention and the Unconscious published by Harcourt, Brace & Company 47. Moore, Robert E. and Schultz, Maxwell I.

Turn on the Green Lights in Your Life, published by Hawthorn Books, Inc.

48. Newman, Ralph

Abraham Lincoln: His Story in His Own Words, published 356

by Doubleday & Company 49. Osborn, Alex F.

Applied Imagination published by Charles Scribner's Sons Your Creative Power published by Charles Scribner's Sons

50. Overstreet, Harry and Bonaro

What We Must Know About Communism, published by W. W. Norton & Company

51. Packard, Vance

The Hidden Persuaders published by David McKay Company, Inc.

52. Peale, Norman Vincent

The Power of Positive Thinking, published by Prentice-Hall, Inc.

53. Rhine, Joseph B.

New World of The Mind published by William Sloan & Associates The Reach of the Mind published by William Sloan & Associates

54. Rhine, Joseph B. and J. C. Pratt

Parapsychology published by C. C. Thomas

55. Rickover, Rear Admiral

Education and Freedom

357

H.G

published by E. P. Dutton & Company

56. Scheinfeld, Amram

The New YOU & HEREDITY published by J. P. Lippincott

57. Sheen, Msgr. Fulton J.

Life Is Worth Living published by McGraw-Hill Co.

58. Smiles, Samuel

Self-Help published by Belford, Clarke & Company

59. Stone, W. Clement

The Success System That Never Fails, published by PrenticeHall, Inc.

60. Sweetland, Ben

I Can published by Cadillac Publishing Company I Will published by Prentice-Hall

61. Walker, Harold Blake

Power to Manage Yourself published by Harper and Brothers

62. Walker, Mary Alice and Walker, Harold Blake

Venture of Faith published by Harper & Brothers

63. Winkler, John K.

John D., A Portrait in Oils published by Vanguard Press

358

64. Witty, Dr. Paul Andrew

The Gifted Child published by D. G. Heath & Company

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1.

Like Brownie Wise, Mytinger and Casselberry, W. Clement Stone and many other managers of successful sales organizations, you can motivate yourself and others to desirable action with inspirational self-help books — books that can be evaluated by actual results achieved by the reader.

2. Brownie Wise found it necessary to read Think and Grow Rich six times before she recognized the principles that she could apply. Then something happened. She made it happen. Develop your mind power by studying Success Through a Positive Mental Attitude as often as is necessary to understand how to achieve any desirable goal that doesn't violate the laws of God or the rights of your fellow men. 3. When you read an inspirational, self-help action book: (a) Concentrate. (b) Read as if the author were a close personal friend and were writing to you — and you alone. (c) Know what you are looking for. (d) Get into action — try the principles that are recommended. 4. Evaluate the book Success Through a Positive Mental Attitude by what you actually think and do to make yourself a better

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person, and to make your world a better world for you and others to live in. 5. You are a better person and your world will be a better world in which to live because you have read Success through a Positive Mental Attitude. Isn't that true? SUCCEED THOUGH PMA— YOU CAN IF YOU REALLY WANT TO! DO YOU?

**** THE END****

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